Strategic Inside Sales Representative

The Opportunity

As a Strategic Inside Sales Representative you’ll own a sub-account under the Parent Strategic accounts led by a Global/Strategic AE (GAD).. Your focus will be on driving renewal and growth opportunities across a portfolio of existing customers, while identifying new buying centers through driven engagements partnered with the customer success organization. You’ll collaborate cross-functionally to ensure customers continue to see value from the UserTesting platform—but you’ll fully own your pipeline, forecast, and results. You’ll report directly to the Strategic Leader with a strong dotted line to Parent Account Owner

Responsibilities

• Manage a portfolio of sub-accounts through structured cadence management and scaled touchpoints (nurture emails and targeted calls).

• Own the full renewal cycle — from early engagement and value validation through negotiation, close, and on-time signature. 

• Meet and exceed quarterly and annual targets (Based on GAD quota by account)  through a combination of expansion and upsell opportunities, partnered with the GAD

• Partner with the GAD to own the full sales cycle—from prospecting, discovery, and demo to negotiation and close—using the MEDDPICC methodology.

• Proactively develop proposals in partnership with the GAD that demonstrate ROI and justify expanded platform adoption.

• Partner with GAD and lead the sub-account renewal process—including proactive engagement, value validation, negotiation, and on-time signature—to maximize retention and minimize churn.

• Partner with internal teams (Deal Desk, Finance, Legal, and Revenue Operations) to ensure smooth deal execution.

• Maintain disciplined pipeline management and forecasting accuracy in Salesforce and Gong

• Continuously improve outreach efficiency using automation, data insights, and scaled playbooks.

• Engage regularly with customers to uncover new opportunities, drive adoption, and secure renewals.

• Develop and execute account-based strategies to expand UserTesting’s footprint within your territory.

Requirements:

• 2–4 years of B2B SaaS sales or account-management experience with a record of exceeding targets.

• Proven ability to manage a large book of business while balancing retention and growth objectives.

•  Strong pipeline generation and qualification skills—you’re confident owning every stage of the sales process.

• Experience leading renewals, driving customer retention strategies, and managing a high-volume book of business.

• Familiarity with MEDDPICC, Salesforce, and Gong.

• Excellent communication, presentation, and negotiation skills.

• High drive, organizational discipline, and a passion for customer success in a fast-paced, high-growth environment.

• Collaborative mindset, but comfortable being fully accountable for your own territory and quota.

Don’t meet every single requirement but excited about the role? We encourage you to apply. Research shows that some candidates are less likely to apply unless they meet 100% of the qualifications—but you may be exactly who we’re looking for. Diverse perspectives drive innovation, and we’re committed to building a team with a wide range of backgrounds, experiences, and skills.

Application Process

• Meet with a Recruiter

• Meet the Hiring Manager

• Participate in a Panel Interview

• Final Interview (if applicable)

• Offer Stage

Accommodations

At UserTesting, we’re committed to creating inclusive and accessible experiences for all candidates. We believe diverse perspectives are essential to building exceptional products and experiences. If you require accommodations or would like us to tailor the interview process to better meet your needs, please contact us at [email protected].

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.