Account Executive, Enterprise Hybrid

The Opportunity

As our Account Executive, Enterprise Hybrid, you’ll target and develop existing customers and new business/new logo opportunities and execute a complex, solution-based consultative sales process encompassing multiple groups within large enterprise organisations across Asia.

Other responsibilities include:

• Develop new business opportunities by analyzing and proactively targeting ICP aligned enterprise organisations across Asia

• Retain & grow a book of enterprise customers alongside your account team

• Articulates and demonstrates UserTesting’s unique business and technical value

• Executes end-to-end sales activities, including lead follow up, opportunity qualification, sales process, subscriber acquisition, and retention

• Proactively develops unsolicited proposals that justify the expanded use of UserTesting throughout the enterprise

• Effectively forecasts sales opportunities, while tracking and using critical metrics that predict sales success

• Tracks all relevant sales activity using the company's CRM platform (SFDC).

• Builds a plan to optimize the resources and growth in identified territory

• Directs and communicates feedback for the company and supports future solution development

• Prioritizes opportunities and manages time & resources appropriately
  

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.

What we're looking for:

• Significant experience successfully selling for a recognised Enterprise SaaS organisation and a demonstrated, successful track record of success in an Enterprise SaaS sales role executing on 6 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 and retaining & expanding existing customers all the way through to close. Our GTM team is 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 Experience we’re after - tell us where, when and how you’ve done this before.

• You are comfortable with building meaningful relationships with customers such that you have strong Champions for the UserTesting platform and are equally adept at establishing and operating at C level to articulate the full business value of our solution.

• Experience winning meaningful software and services deals within complex, multi-matrixed organisations across a variety of industries. Multi-threading comes naturally to you and your curiosity constantly gives you new insights into our prospects and customers challenges and how we can help them solve them

• Excellent organizational skills and attention to detail with strong creativity, analytical and problem-solving skills

• Comfort in creative leverage and compelling incentive to successfully drive opportunities to close within a fiscal period

• We’ve invested a lot in our best of breed Sales/RevTech productivity tools. Show us you are proficient with tools such as with Salesforce, Clari, Outreach, Google Suite, 6Sense, ZoomInfo/Cognism and others.

• Nice to have: Japanese/Korean language skills are desirable for this role

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.