The Opportunity

As a Strategic Inside Sales Representative, you’ll manage a portfolio of sub-accounts within strategic accounts owned by a Global/Strategic Account Director (GAD). You’ll focus on driving renewals and uncovering new growth opportunities across your customer base, while identifying and engaging new buying centers—working closely with Customer Success to deliver value.

This is a high-impact role where you’ll fully own your pipeline, forecasting, and results. You’ll collaborate cross-functionally to support a best-in-class customer experience and report directly to the Strategic Leader, with a strong dotted line to the Parent Account Owner.

Responsibilities

• Manage a portfolio of sub-accounts using structured cadences and scaled outreach (e.g., nurture emails, targeted calls).

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

• Meet and exceed quarterly and annual targets, aligned to the GAD quota per account, by driving both renewals and upsell opportunities.

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

• Proactively develop and present proposals that demonstrate ROI and support broader platform adoption.

• Take ownership of the sub-account renewal process to maximize retention and reduce churn.

• Collaborate with cross-functional teams (Deal Desk, Finance, Legal, and Revenue Operations) to ensure smooth and efficient deal execution.

• Maintain accurate forecasting and disciplined pipeline management in Salesforce and Gong.

• Drive outreach efficiency by using automation, data insights, and scaled playbooks.

• Engage regularly with customers to deepen relationships, secure renewals, and identify new opportunities.

• Build 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 proven track record of exceeding targets.

• Experience managing a large book of business with both retention and expansion goals.

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

• Experience leading renewals and managing customer retention strategies at scale.

• Familiarity with MEDDPICC, Salesforce, and Gong preferred.

• Excellent communication, negotiation, and presentation skills.

• Highly organized, results-driven, and passionate about customer success in a high-growth environment.

• Collaborative, but comfortable taking full ownership of your territory and quota.

• [Please confirm travel expectations, if any]

• [Please confirm on-site/hybrid/remote and location]

Why You’ll Love This Role

• Make an impact in a fast-paced, high-performing sales team.

• Partner with global brands and support mission-critical customer insights.

• Work with a collaborative, growth-minded team that values innovation and continuous learning.

• Gain exposure to industry-leading technology and expand your career in SaaS.

Application Process

• Meet with a recruiter

• Interview with the hiring manager

• Participate in a panel interview

• Offer stage

Accessibility and Accommodations

UserTesting is committed to creating inclusive and accessible experiences for all candidates. If you require accommodations or would like to tailor the interview process to better suit your needs, please contact us at [email protected]. We’re happy to help—just 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.