Note: The job is a remote job and is open to candidates in USA. UserTesting is the leader in human insight, dedicated to helping organizations craft exceptional customer experiences through actionable feedback. The Strategic Accounts Director will grow relationships with strategic enterprise customers, driving customer-first decisions and ensuring long-term success and revenue growth through consultative selling and collaboration with various teams.
Responsibilities
- Own a portfolio of strategic enterprise accounts, delivering quarterly and annual revenue goals while maintaining forecast accuracy within +/-10%
- Drive customer retention and expansion by partnering closely with Renewal Managers and Customer Success Managers to maximize customer value and long-term growth
- Develop and execute territory and account plans that identify opportunities to acquire new business units, stakeholders, and buying centers while expanding existing enterprise agreements
- Build and maintain a healthy pipeline by partnering with Business Development Representatives, Field Marketing, Partnerships, and through proactive prospecting and outbound engagement
- Lead complex enterprise sales cycles using a consultative approach, aligning UserTesting's solutions to customer business priorities and measurable outcomes
- Collaborate across Solutions Consulting, Customer Success, Value Management, Insights Consulting, Deal Desk, and Partner teams to deliver exceptional customer outcomes and profitable growth
- Build trusted relationships with executive sponsors and key decision-makers while maintaining accurate account, opportunity, conversation intelligence, and forecast data in Salesforce, Gong, and other sales productivity tools
Skills
- 8+ years of enterprise SaaS sales experience, with a consistent track record of exceeding revenue targets and driving customer retention and account growth
- Demonstrated success acquiring new business within enterprise accounts while expanding existing customer relationships and increasing strategic account value
- A strong hunter mindset, with the curiosity, resilience, and business acumen to uncover whitespace opportunities, engage new stakeholders, and create demand within complex organizations
- Proven ability to navigate and influence executive stakeholders across large, matrixed enterprises while building trusted, long-term relationships
- Excellent communication, negotiation, and relationship-building skills, with a consultative, customer-focused approach
- Proficiency with Salesforce, Gong, Outreach, Google Workspace or Microsoft Office, and leading generative AI tools. Experience using AI platforms such as Claude, Gemini, and ChatGPT to improve productivity, research, account planning, customer engagement, and sales execution is required
- Ability to travel up to 50% of time
- Experience selling solutions in user experience, digital product development, customer insights, market research, or adjacent technology spaces
- Located in San Francisco, CA, Detroit, MI, New York City, NY, or Seattle, WA
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