[Remote] Enterprise Account Executive, Expand at UserTesting

United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, Customer ExperienceIndustries

Requirements

5+ years of success in Enterprise SaaS sales, with a track record of closing 6–7 figure deals and surpassing quotas
Proven ability to expand usage within complex organizations across multiple functions (Product, Research, Design, Marketing)
Experience navigating and influencing stakeholders at all levels, including C-suite decision makers
Skilled at managing multi-threaded sales cycles and internal/external stakeholder dynamics
Confident using structured sales methodologies (e.g., MEDDPICC) and maintaining up-to-date pipeline management in CRM systems
Exceptional relationship-building skills, emotional intelligence, and a collaborative, team-first mindset
Willingness and ability to travel up to 30% of the time

Responsibilities

Own and grow a portfolio of existing enterprise customers by exceeding monthly, quarterly, and annual expansion targets
Develop champions and advocates within accounts to unlock use cases, demonstrate ROI, and drive platform adoption across teams and subsidiaries
Lead a consultative, value-based sales process using the MEDDPICC framework, targeting stakeholders from practitioners to C-level executives
Partner closely with internal teams to execute end-to-end sales motions, from opportunity identification to close
Deliver compelling proposals and presentations that justify expanded platform use based on real business value
Forecast accurately and track pipeline health using Salesforce (SFDC) and key sales metrics
Strategically plan account expansion efforts and regularly review progress toward goals with your manager

Skills

Key technologies and capabilities for this role

Enterprise SalesAccount ManagementExpansion SalesMEDDPICCConsultative SellingCustomer SuccessROI DemonstrationPlatform Adoption

Questions & Answers

Common questions about this position

What experience is required for the Enterprise Account Executive, Expand role?

Candidates need 5+ years of success in Enterprise SaaS sales with a track record of closing 6–7 figure deals and surpassing quotas, proven ability to expand usage within complex organizations, experience navigating C-suite stakeholders, and skills in multi-threaded sales cycles using methodologies like MEDDPICC.

What is the salary or compensation for this position?

This information is not specified in the job description.

Is this a remote position or are there location requirements?

This information is not specified in the job description.

What does the team structure look like for this role?

You'll collaborate with Solution Consultants, Renewals, Customer Success, and BDRs as part of the high-performing Go-to-Market team.

What makes a strong candidate for this Enterprise Account Executive role?

A strong candidate has 5+ years in Enterprise SaaS sales closing large deals, experience expanding usage in complex organizations, and proficiency in consultative sales using MEDDPICC with C-level influence.

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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