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Global Account Director



Sales & Business Development
United States · Remote
Posted on Saturday, May 18, 2024

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 Global Account Director (GAD), you'll responsible for creating, leading and executing a revenue strategy for some of our largest global customers. The role of the GAD includes both new business growth motions (cross-sell, expansion, upsell) as well as customer retention. You'll work collaboratively with a cross-functional account team to meet/exceed quota targets. A successful candidate will effectively generate a healthy pipeline and be able to create and direct winning strategies to drive high retention rates.

Other responsibilities include:

  • Meet or exceed growth quota and retention targets
  • Develop and execute winning strategic account plans in collaboration with the account team (Solutions Consultant, Business Development Representative, and Customer Success Manager/Renewal Manager)
  • Generate healthy pipeline coverage to meet growth revenue targets including self-generated pipeline and by working closely with cross-functional groups.
  • Create value across all levels of highly matrixed organizations from individual contributors to senior leadership. Communicate effectively with executives to articulate value.
  • Build groundswell and consensus between multiple business units and functions to drive global enterprise revenue
  • Executing end-to-end sales cycles - Prospect, qualify, develop, close & grow customers
  • Managing an accurate sales forecast and delivering against forecast expectations
  • Be a trusted advisor and be able to provide solutions to business challenges that are mutually beneficial.

What we're looking for:

  • Extensive enterprise SaaS sales experience as a high performer with a documented track-record of exceeding growth quota performance & account retention goals
  • Experience with Account Management and New Business sales motions (Cross-sell/expansion, upsell) with a heavy emphasis on outbound pipeline generation
  • User Experience domain expertise is highly valued, or ancillary expertise selling within Market Research, Analytics, Customer Experience, Consulting/agency, or Research disciplines
  • Experience selling large deals ($250K - $5M+) within large global organizations
  • Experience in executive communications and selling to senior executives and delivering strong business cases, QBR/EBRs and success plans
  • Experience with strategic consultative selling into UX, Insights, Digital/Online Marketing, and Product teams
  • Experience developing strategic account plans for growth & customer retention
  • Ability/willingness to travel ~ 30%+

To learn more about our team, culture, and customers, check out our careers page, company blog, and press/awards. Aside from a great work environment and the opportunity to make an impact, we’re also growing the team quickly–join us!

At UserTesting, we are committed to providing more inclusive and accessible experiences for our candidates. We pride ourselves on building empathy; diverse perspectives, which we believe are the key values to creating exceptional experiences for everyone. Our commitment to providing accessible experiences is driven by this belief and our core values. If you require any accommodations or have any specific requests about how we could tailor our interview process to better suit your needs please contact us on: [email protected]. If you need to speak to someone please ask!


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.

We welcome candidates with physical, mental, and/or neurological disabilities. If you require assistance applying for an open position, or need accommodation during the recruiting process due to a disability, please submit a request to People Operations by emailing [email protected].