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Enterprise Account Executive, Expand

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 Enterprise Account Executive, Expand, you'll manage a book of strategic and enterprise customers (companies with 5000+ employees and above) with a focus on growth and expansion within the accounts. You’ll be working with some of the world’s greatest brands and you’ll play a key role in continually demonstrating the UserTesting value to existing and new customers.

You'll work closely with Solution Consultants, Renewals, Customer Success and BDRs to accelerate UserTesting’s development. In this role, you will be selling to multiple departments and stakeholders within large companies who are focused on connecting to their customers and gaining real human insights across a full range of experiences. Here are some areas you'll focus on:

• Overachieve on your annual quota which includes a blend of retained revenue and net new revenue (Expand & Upsell) from a designated territory of existing UserTesting customers by executing a complex, solution-based sales process encompassing multiple customer groups.

• Articulate and demonstrate UserTesting’s unique business and technical value to the existing UserTesting practitioners, Champion(s) and ultimately Economic Buyer(s)

• Build advocacy among existing users to drive powerful internal use cases based on clear ROI

• Execute end-to-end sales activities, including pipeline generation, lead follow up, opportunity qualification, sales process, subscriber acquisition, and retention

• Proactively develop unsolicited proposals that justify the expanded use of UserTesting throughout the enterprise

• Effectively forecast sales opportunities, while tracking and using critical metrics that predict sales success

• Track all relevant sales activity using the company's CRM platform (SFDC).

• Build a plan to optimise the resources and growth in the region

• Direct and communicate feedback for the company and support future solution development

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, renewals managers, business development, services and is led by an accomplished, global leadership team.

What we're looking for

• Significant experience of successfully nurturing customers’ success to create an environment where you can identify expansion opportunities for expanded use of the UserTesting platform across the entirety of the customer organisation. That is across different functions (Research, Product, Design, Marketing) and new subsidiaries who don't currently take advantage of the UserTesting solution often displacing competitive solutions.

• Successful track record of success in an Enterprise SaaS sales role executing on 6 and 7 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 UsertTesting offices in your region to collaborate with your co-workers (approx. 30% of the time)

• 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 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 large software and services deals within complex, multi-matrixed enterprises 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.

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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.