[Remote] Account Executive, New Business at UserTesting

United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, Customer ExperienceIndustries

Requirements

7+ years’ experience in enterprise SaaS sales, with a proven track record of acquiring net new logos and closing 6–7 figure deals
Deep experience navigating multi-stakeholder sales within large, matrixed organizations
Strong command of MEDDPICC or similar sales qualification frameworks, and a structured approach to pipeline management
High emotional intelligence, curiosity, resilience, and a desire to win—along with the humility to learn and grow
Skilled at building strong champions and communicating value to executive-level stakeholders
Familiarity with sales tech tools like Salesforce, Clari, Outreach, 6Sense, ZoomInfo/Cognism, and the Google Suite
Ability to travel to meet with prospects and collaborate in person with internal teams as needed

Responsibilities

Consistently exceed annual sales targets through strategic selling of SaaS and Services into large, complex enterprises
Build and execute a territory plan targeting ICP-fit named accounts using insights and data
Lead end-to-end sales processes from prospecting to close, and ultimately, customer retention
Clearly articulate the business and technical value of the UserTesting platform to a wide range of stakeholders, including C-level executives
Develop tailored, unsolicited proposals that expand UserTesting’s reach within enterprise organizations
Accurately forecast and manage pipeline using CRM tools (Salesforce) and sales methodology (MEDDPICC)
Collaborate with internal teams to support strategic deals and long-term customer growth

Skills

Key technologies and capabilities for this role

SaaS SalesEnterprise SalesStrategic SellingTerritory PlanningProspectingSales Process ManagementC-level Stakeholder EngagementCustomer Experience Platforms

Questions & Answers

Common questions about this position

What experience level is required for this Account Executive role?

The role requires 7+ years of experience in enterprise SaaS sales, with a proven track record of acquiring net new logos and closing 6–7 figure deals.

What sales methodologies or tools should I be familiar with?

Candidates need a strong command of MEDDPICC or similar sales qualification frameworks, structured pipeline management, and familiarity with tools like Salesforce, Clari, Outreach, 6Sense, ZoomInfo/Cognism, and Google Suite.

Is travel required for this position?

Yes, the role requires the ability to travel to meet with prospects.

What is the team structure like for this role?

You'll work alongside a high-performing, collaborative go-to-market team including Marketing, Solution Consultants, Customer Success, and BDRs.

What makes a strong candidate for this Account Executive position?

Strong candidates have deep experience navigating multi-stakeholder sales in large organizations, high emotional intelligence, resilience, curiosity, and the ability to build executive champions while exceeding sales targets.

UserTesting

Provides customer insights for digital products

About UserTesting

UserTesting provides organizations with valuable customer insights to improve the development and delivery of digital products and experiences. Their platform allows clients to quickly gather feedback from a diverse audience, which helps in understanding user needs and preferences. This feedback can be obtained early in the product development cycle, reducing uncertainty and enhancing the relevance of the data collected. UserTesting differentiates itself by offering the most comprehensive experience research solution in the market, catering to a wide range of clients from small businesses to large enterprises. The company operates on a subscription-based model, generating revenue through recurring fees for access to its platform and services.

San Francisco, CaliforniaHeadquarters

2007Year Founded

$147.6MTotal Funding

IPOCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

1,001-5,000Employees

Risks

Increased competition from AI-driven platforms threatens UserTesting's market share.

Privacy regulations like GDPR may limit UserTesting's data collection capabilities.

Economic downturns could reduce client spending on user research services.

Differentiation

UserTesting offers a comprehensive on-demand human insights platform for customer-centric decisions.

The platform provides rapid, high-quality feedback from a diverse, global audience network.

UserTesting's extensive experience research solution minimizes guesswork in product development.

Upsides

UserTesting powers insights for 60% of the top 100 most valuable brands in 2024.

The company is expanding its global market presence with new executive appointments.

Growing demand for remote user testing solutions boosts UserTesting's market potential.

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