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- Tasks: Drive growth by managing enterprise accounts and showcasing UserTesting's value.
- Company: Join UserTesting, a leader in experience research with a collaborative culture.
- Benefits: Competitive salary, flexible work options, and opportunities for professional growth.
- Why this job: Be part of a passionate team transforming how companies connect with their customers.
- Qualifications: Proven success in enterprise sales and strong relationship-building skills.
- Other info: Dynamic environment with a focus on continuous learning and improvement.
The predicted salary is between 28800 - 48000 ÂŁ per year.
Join to apply for the Enterprise Account Executive, Expand role at UserTesting
Join to apply for the Enterprise Account Executive, Expand role at UserTesting
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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.
Role
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.
Seniority level
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Seniority level
Mid-Senior level
Employment type
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Employment type
Full-time
Job function
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Job function
Sales and Business Development
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Industries
Software Development
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Enterprise Account Executive, Expand employer: UserTesting
Contact Detail:
UserTesting Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Enterprise Account Executive, Expand
✨Tip Number 1
Network like a pro! Reach out to your connections on LinkedIn or industry events. We all know that sometimes it’s not just what you know, but who you know that can get you in the door.
✨Tip Number 2
Prepare for those interviews! Research UserTesting and understand their values and products. We want to see that you’re genuinely interested in how we help companies connect with their audiences.
✨Tip Number 3
Showcase your success stories! Be ready to share specific examples of how you’ve driven growth and expansion in previous roles. We love hearing about your wins and how you can bring that energy to our team.
✨Tip Number 4
Don’t forget to follow up! After an interview, shoot a quick thank-you email. It shows your enthusiasm and keeps you fresh in the interviewer’s mind. Plus, we appreciate a little extra effort!
We think you need these skills to ace Enterprise Account Executive, Expand
Some tips for your application 🫡
Show Your Passion: When you're writing your application, let your enthusiasm for the role shine through! We want to see how excited you are about helping organisations discover the human side of business.
Tailor Your Experience: Make sure to highlight your relevant experience in Enterprise SaaS sales. We’re looking for specific examples of how you've overachieved on quotas and nurtured customer success—so don’t hold back!
Be Clear and Concise: Keep your application straightforward and to the point. We appreciate clarity, so make sure your skills and achievements are easy to spot. Remember, less is often more!
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands and shows us you’re serious about joining our team!
How to prepare for a job interview at UserTesting
✨Know Your Stuff
Before the interview, dive deep into UserTesting's platform and its unique value propositions. Understand how it helps businesses connect with their customers. This knowledge will allow you to articulate how your experience aligns with their mission and how you can contribute to their growth.
✨Showcase Your Success Stories
Prepare specific examples from your past roles where you've successfully nurtured customer relationships and identified expansion opportunities. Highlight any 6 or 7-figure deals you've closed, as this will demonstrate your capability in handling enterprise-level sales.
✨Master the Sales Process
Familiarise yourself with the MEDDPICC framework, as it's crucial for this role. Be ready to discuss how you've applied structured methodologies in your previous sales processes. This shows that you understand the importance of a systematic approach to sales.
✨Build Rapport and Ask Questions
During the interview, focus on building a connection with your interviewers. Ask insightful questions about UserTesting’s culture, team dynamics, and future goals. This not only shows your interest but also helps you gauge if the company is the right fit for you.
