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Account Executive, Strategic Accounts

We’re UserTesting—the leader in human insight. Our mission is to help organizations craft exceptional customer experiences through fast, actionable feedback.

We empower teams to build the best products and experiences by embedding real human perspectives into every stage of the development process—from ideation to launch. With the world’s strongest participant network, AI-powered analysis, expert services, and seamless integrations, we help companies eliminate guesswork, align stakeholders, and bring customer needs into sharp focus.

Trusted by more than 3,000 organizations worldwide—including 75 of the Fortune 100—UserTesting delivers measurable business outcomes, reduces risk, and helps teams deliver with confidence. Joining our team means being part of a passionate group focused on transforming how companies understand and connect with their customers.

Let’s build experiences people love—together.

The Opportunity
As an Account Executive, Strategic Accounts, you’ll be responsible for managing a portfolio of high-value customers with a focus on growth, retention, and expansion. You’ll work with some of the world’s most iconic brands and play a vital role in helping them unlock deeper customer insights across their organizations.

You’ll lead a sophisticated, consultative sales approach, partnering with internal teams including Solution Consultants, Customer Success, Professional Services, and BDRs to drive long-term value for your customers. You’ll be selling to a diverse range of stakeholders and business units across enterprise organizations—from Research and Product to Design and Marketing.

What you’ll be doing:

• Drive overachievement of your annual quota through a combination of retained revenue and new business from an existing customer base

• Engage multiple stakeholders—from practitioners to C-level—articulating UserTesting’s unique business value

• Identify and build internal champions across customer organizations to expand usage and drive ROI

• Manage the full sales cycle, from pipeline creation through to close and renewal

• Deliver proactive proposals for wider adoption of the UserTesting platform

• Maintain accurate forecasting and pipeline data in Salesforce

• Track and analyze key sales metrics to improve performance

• Collaborate with cross-functional teams to optimize customer growth in your region

• Serve as the customer’s voice internally to inform product development and innovation

The Team
You’ll join our high-performing Global Go-to-Market team, a collaborative group of sales professionals, solution consultants, customer success managers, and services experts. The team is globally distributed and united by a shared mission to help customers succeed through deep human insights.

What we’re looking for

• Extensive experience growing strategic enterprise accounts, identifying expansion opportunities, and displacing competitors

• Proven track record of exceeding targets in complex SaaS sales (6–7 figure deals)

• Skilled in MEDDPICC or similar sales methodologies

• Comfortable managing the full sales cycle, from prospecting to close

• Adept at multi-threading across large, matrixed organizations

• High emotional intelligence, coachability, and strong personal resilience

• Ability to build trusted relationships with champions and C-level stakeholders

• Creative and consultative in selling value and ROI

• Skilled at leveraging sales tech tools (Salesforce, Clari, Outreach, Google Suite, 6Sense, ZoomInfo/Cognism)

• Willingness to travel up to 30% for customer and team collaboration

Don’t meet every single requirement but excited about the role?
We encourage you to apply! Studies show that some groups are less likely to apply unless they meet 100% of the criteria. You might be just the right candidate for this or other roles. We believe diverse perspectives drive innovation and we’re committed to building a team that reflects a variety of backgrounds, experiences, and skills.

Application process

• Meet with a Recruiter

• Meet the Hiring Manager

• Skill Interview & Stakeholder Interview

• Offer Stage

Accommodations
At UserTesting, we’re committed to creating inclusive and accessible experiences for all candidates. If you require accommodations or have specific requests to tailor the interview process to your needs, please contact us at: talentexperience@usertesting.com. If you'd like to speak with someone, just ask!

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.

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What we're creating is a window to help organizations see the world from another point of view—a way to feel what others are feeling.

At UserTesting, we believe empathy is a core component of who we are and how we work, driving us to hold ourselves accountable and ensure we can see and experience things from other people's perspectives.

We’re leading a movement for empathy. This means shifting from only seeing business-as-numbers to seeing business for people. This empowers us to bring our authentic selves to work every day, and drives everyone at UserTesting.