We’re UserTesting, a leader in experience research and insights; we believe the path to human understanding and great experiences start with a shared understanding—seeing and hearing how another person engages with the world around them and taking in their perspective. Working at UserTesting, you will be empowered to help organizations discover the human side of business–transforming how they work, collaborate, innovate, and bring new products and experiences to market. This is what inspires us, and it’s how we enable companies to connect with their audiences naturally and organically through an experience that is uniquely, and intentionally human.
A trusted company by top brands for 15+ years, UserTesting, recently merged with UserZoom, has over 3,400 customers in 50 countries, including 75 of the Fortune 100 companies. Joining our team means being part of a passionate group focused on transforming how companies learn from and understand their customers. Come join us and help us build the engine for human understanding.
The Opportunity
As our Account Executive, Corporate Sales, you’ll target and develop existing customers and new business/new logo opportunities and execute a complex, solution-based consultative sales process encompassing multiple groups within high growth SMB and mid-market organisations (up to 1500 employees).
Other responsibilities include:
Develops new business opportunities by analyzing and proactively targeting high-potential departments within high growth mid-market companies
Articulates and demonstrates UserTesting’s unique business and technical value
Executes end-to-end sales activities, including lead follow up, opportunity qualification, sales process, subscriber acquisition, and retention
Proactively develops unsolicited proposals that justify the expanded use of UserTesting throughout the enterprise
Effectively forecasts sales opportunities, while tracking and using critical metrics that predict sales success
Tracks all relevant sales activity using the company's CRM platform (SFDC).
Builds a plan to optimize the resources and growth in identified territory
Directs and communicates feedback for the company and supports future solution development
Prioritizes opportunities and manages time & resources appropriately
The Team
Our global Go-to-Market function is a high-performing group of sales professionals across multiple segments. It includes solution consultants, customer success managers, business development, services and is led by an accomplished, global leadership team.
What we're looking for
Significant experience successfully selling for a recognised Enterprise SaaS organisation and a demonstrated, successful track record of success in an Enterprise SaaS sales role executing on 6 figure deals and exceeding quota performance.
You'll need the flexibility to travel to meet prospects at their offices as part of your sales efforts as appropriate and to local UserTesting offices in your region to collaborate with your co-workers
You believe sales is a process and enjoy working within a structured methodology. We use MEDDPICC as an opportunity and sales qualification/discovery framework.
You relish the challenge of managing all aspects of the sales process from New Business Prospecting and retaining & expanding existing customers all the way through to close. Our GTM team is here to support your plan that you are accountable for.
Team players who have high levels of Intelligence (IQ and EQ); Are highly coachable - we operate a culture of continuous improvement and career long learning; Have a Character that is strong on resilience, desire to win, grit, determination, and can cope with the lows as well as the highs. Lastly, you have the Experience we’re after - tell us where, when and how you’ve done this before.
You are comfortable with building meaningful relationships with customers such that you have strong Champions for the UserTesting platform and are equally adept at establishing and operating at C level to articulate the full business value of our solution.
Experience winning meaningful software and services deals within complex, multi-matrixed organisations across a variety of industries. Multi-threading comes naturally to you and your curiosity constantly gives you new insights into our prospects and customers challenges and how we can help them solve them
Excellent organizational skills and attention to detail with strong creativity, analytical and problem-solving skills
Comfort in creative leverage and compelling incentive to successfully drive opportunities to close within a fiscal period
We’ve invested a lot in our best of breed Sales/RevTech productivity tools. Show us you are proficient with tools such as with Salesforce, Clari, Outreach, Google Suite, 6Sense, ZoomInfo/Cognism and others.
UserTesting is an Equal Opportunity Employer and a participant in the U.S. Federal E-Verify program. Women, minorities, individuals with disabilities and protected veterans are encouraged to apply. We welcome people of different backgrounds, experiences, abilities and perspectives. UserTesting will consider qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chance Ordinance, as applicable.
