Enterprise Account Executive, New Business - West

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.

Note: You are NOT required to create a Workday account!

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

The Opportunity

As our Enterprise Account Executive, New Business you'll target net new enterprise prospects and recruit them as UserTesting customers. We’re already working with some of the world’s greatest brands and you’ll play a key role in expanding this list of logos! 

You'll work closely with the entire go-to-market team including Marketing, Solution Consultants, Customer Success and our team of BDRs to accelerate UserTesting’s growth. In this role, you will be selling to Enterprise organizations 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:

• Overachive on an annual quota that comprises of SaaS and Services across a complex, solution-based sales process encompassing multiple groups within a large enterprises

• Develop new business opportunities by analyzing and proactively targeting ICP-fit named accounts within your territory

• Articulate and demonstrate UserTesting’s unique business and technical value

• Execute end-to-end sales activities, including pipeline creation, lead follow up and leading the end to end sales process from, opportunity qualification to close and ultimately retention

• Proactively develop unsolicited proposals that justify the expanded use of UserTesting throughout the Enterprise across New business logos.

• Effectively and accurately 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 across your designated territory

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

What we're looking for:

•  Significant experience successfully selling net new logo’s for a recognised Enterprise SaaS organisation and a demonstrated, 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 UserTestingUsertTesting offices in your region to collaborate with your co-workers 

• 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 isare 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