Strategic Accounts Director

Note: You are NOT required to create a Workday Account to apply for this position!

The Opportunity

Joining our team as a Strategic Accounts Director, gives you the opportunity to play a key role in the continued expansion of UserTesting—the industry leader in experience research and digital human insights. We’re growing significantly across North America and Europe and we’re excited to welcome you on the journey!

Your focus will be on retaining and growing the the customer base across UserTesting’s broad solution set. You will develop, lead, and execute the territory strategy with a team of Renewal Managers, Customer Success Managers, Solutions Consultants, and Business Development Representatives to build and grow mutually-beneficial, long-term customer relationships. 

We have a clearly defined sales methodology set that delivers results, differentiates our company from the competition, and aligns our broad solution set to customer needs.  Our highly effective partnership model and team structure ensures the most effective customer journey, from new prospects through to satisfied, expanding, and renewing customers.

We know that real success starts with hiring the very best people, like you. We'll give you all you need to get the job done, and make sure you have a lot of fun along the way. Our team and company are experiencing massive growth. If you’re looking for a place to learn and grow your career with exceptionally talented colleagues, UserTesting might be the place for you!

• Achieve quarterly and annual sales and growth targets, with monthly forecasting accuracy (+/- 10%)

• Achieve monthly, quarterly and annual customer retention targets, delegating and partnering with Renewal Managers

• Own pipeline development for your territory—Partner with Business Development Representatives, Field Marketing, Partnerships Team, ISR’s and manage self-prospecting efforts to drive pipeline coverage within your territory

• Drive the Sales Process with perfect fundamentals to control the buying process and offer creative solutions from UserTesting’s broad solution set

• Collaborate with sales ecosystem (Solutions Consulting, Channel Partners, Value Management Office, Insights Consulting, DealDesk, and more) to drive profitable customer outcomes

• Develop and execute a territory plan and account plans for key accounts within your territory

• Maintain organized and comprehensive documentation in Salesforce, Clari, and sales technology stack

• Collaborate with Customer Success Managers and Scaled CS team to ensure customer journey and touchpoints drive value, growth, and retention

• Develop deep customer relationships with Executives and practitioners in each target persona

What we're looking for

• Experience in both winning new business and growing an existing book of customer business in the enterprise segment

• Proven success in an enterprise SaaS sales role, with a history of exceeding quota performance and account gross retention goals

• An exceptional communicator and a self-starter with a demonstrated ability to succeed in a fast-paced, changing environment

• Strong team player and competitor—we hunt as a pack and celebrate wins as a team

• Experience winning large software and services deals within complex, multi-matrixed enterprises across a variety of industries

• Comfort in creative leverage and compelling incentive to successfully drive opportunities to close within a fiscal period

• Effective time management and staying “closest to the dollar” with all activities

• Proficient with Salesforce, Clari, Outreach, Google Suite, Microsoft Office/Google Docs, and related productivity tools.

• Advanced experience in enterprise SaaS sales

• Bonus points if you have experience within the User Experience, Digital, eCommerce, or Consumer Insights/Market Research domain

Perks/Benefits

• Private Medical, Dental and Vision

• Health Savings Account

• Pre-Tax Benefit Accounts (FSA)

• Commuter Benefits - transit and parking 

• Flexible Time off (Full time salaried (exempt) employees)

• 12 Days of observed holiday entitlement

• Basic Life insurance, Short-Term Disability and Long-Term Disability insurance

• 401(k) Retirement Plan 

• Professional Development Stipend

• Remote Equipment Expense Reimbursement

• Mental Wellness Employee Assistance Program

• Monthly wellness and telecommunications reimbursements

• Paid quarterly volunteering days and Charity donation matching via our UT Cares Volunteers and Charitable Giving Committee

• Perks at Work discount scheme

• Pet Insurance reimbursement 

• Employee Referral Programme 

• Employee-led groups to help foster a more inclusive employee experience and build a culture of belonging at UserTesting. Read more here! 

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.