The Opportunity

As an Inside Sales Representative, you’ll take ownership of a portfolio of sub-accounts under larger strategic accounts led by a Global/Strategic Account Director (GAD). Your primary focus will be driving renewals, uncovering growth opportunities, and expanding UserTesting’s reach within your territory. You’ll collaborate closely with customer success and sales leadership to support value realization, while fully owning your own pipeline, forecast, and results. This is a high-impact role that blends customer engagement, strategic thinking, and performance accountability.

Responsibilities

• Manage a portfolio of sub-accounts through structured cadences, including targeted outreach and scaled communications.

• Own the full renewal cycle—from early value validation through negotiation and signature.

• Partner with the GAD to identify and drive expansion and upsell opportunities, contributing to overall quota attainment.

• Lead prospecting, discovery, and demos using the MEDDPICC methodology in partnership with the GAD.

• Develop proposals that demonstrate ROI and support expanded platform adoption.

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

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

• Improve outreach using data insights, automation, and scaled playbooks.

• Regularly engage with customers to drive adoption, uncover new use cases, and support retention.

• Execute account-based strategies to grow UserTesting’s presence within assigned territories.

Requirements

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

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

• Strong qualification and pipeline generation skills; confident managing every stage of the sales cycle.

• Experience leading renewals and driving customer success across a high-volume portfolio.

• Familiarity with MEDDPICC, Salesforce, and Gong preferred.

• Excellent communication, negotiation, and presentation skills.

• Highly organized, self-motivated, and passionate about delivering customer value in a fast-paced environment.
  

Our Commitment to Diversity and Inclusion

Don’t meet every single requirement? We encourage you to apply anyway. Research shows that some candidates—especially those from underrepresented backgrounds—may hesitate to apply unless they meet 100% of the qualifications. At UserTesting, we value diverse perspectives and believe they drive innovation. We’re committed to building a team that reflects a variety of backgrounds, experiences, and skills.

Application Process

• Meet with a recruiter

• Interview with the hiring manager

• Participate in a panel interview

• Offer stage

Accommodations

At UserTesting, we’re committed to providing inclusive and accessible experiences for all candidates. If you need accommodations or have specific requests to make the interview process more accessible, please contact us at [email protected]. We’re here 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.