[Remote] Strategic Account Executive 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

7+ years of experience in enterprise SaaS sales, with a proven track record of exceeding quota and growing strategic accounts
Experience growing and retaining customers with seven-figure revenue under management
Experience working with Fortune 100 companies, navigating complex org structures and high-stakes deals
Executive presence with strong communication skills and ability to influence and drive consensus at all levels of an organization
Demonstrated success managing and closing high-value software and services deals in multi-stakeholder environments
Strategic thinker who can creatively structure deals to drive mutual value within tight timelines
Ability to collaborate cross-functionally
Proficiency in Salesforce, Clari, Outreach, and productivity tools (Google Suite, MS Office)
Willingness and ability to travel up to 50%, with frequent onsite visits to customer locations across North America
Experience in UX, digital, eCommerce, or market research is a plus

Responsibilities

Retain and grow a portfolio of strategic accounts across UserTesting’s solution set, with a focus on long-term, value-based relationships
Own and execute the NORAM territory strategy in collaboration with Renewal Managers, Customer Success Managers, Solutions Consultants, and BDRs
Achieve quarterly and annual sales growth targets with forecast accuracy and discipline
Lead pipeline development through both self-sourced activity and team collaboration
Drive a consistent and customer-centric sales process that aligns with UserTesting’s proven methodology
Partner with cross-functional teams (Solutions Consulting, Channel, Insights, Deal Desk, and more) to deliver impactful customer outcomes
Cultivate executive-level relationships and advocate for customers across all levels
Maintain detailed and organized activity within Salesforce, Clari, and the full sales tech stack

Skills

Key technologies and capabilities for this role

Account ManagementEnterprise SalesSales StrategyPipeline ManagementCustomer SuccessForecastingTerritory ManagementValue SellingCross-Functional Collaboration

Questions & Answers

Common questions about this position

What experience level is required for this Strategic Account Executive role?

The role requires 7+ years of experience in enterprise SaaS sales, with a proven track record of exceeding quota and growing strategic accounts, plus experience managing seven-figure revenue customers and working with Fortune 100 companies.

Is this a remote position or does it require onsite work?

The role involves spending significant time onsite with customers to understand their goals and deliver value.

What are the key responsibilities of this role?

Responsibilities include retaining and growing strategic accounts, owning the NORAM territory strategy, achieving sales targets, leading pipeline development, driving a customer-centric sales process, partnering with cross-functional teams, cultivating executive relationships, and maintaining activity in Salesforce and other tools.

What kind of team collaboration is involved in this position?

You'll collaborate closely with cross-functional teams including Renewal Managers, Customer Success Managers, Solutions Consultants, BDRs, Solutions Consulting, Channel, Insights, and Deal Desk to execute territory strategy and deliver customer outcomes.

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

A strong candidate has 7+ years in enterprise SaaS sales with quota attainment, experience managing seven-figure accounts and Fortune 100 companies, executive presence, strong communication skills, and the ability to influence at all organizational levels.

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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