Strategic Inside Sales Representative

UserTesting

13d

About The Position

We’re UserTesting—the leader in human insight. Our mission is to help organizations craft exceptional customer experiences through fast, actionable feedback. We empower teams to build the best products and experiences by embedding real human perspectives into every stage of the development process—from ideation to launch. With the world’s strongest participant network, AI-powered analysis, expert services, and seamless integrations, we help companies eliminate guesswork, align stakeholders, and bring customer needs into sharp focus. Trusted by more than 3,000 organizations worldwide—including 75 of the Fortune 100—UserTesting delivers measurable business outcomes, reduces risk, and helps teams deliver with confidence. Joining our team means being part of a passionate group focused on transforming how companies understand and connect with their customers. Let’s build experiences people love—together. 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.

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.

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.