• Handle inbound and outbound sales activities for various client programs • Engage prospective and existing customers, understand their needs, and offer solutions • Deliver persuasive, solution-oriented presentations and close sales • Maintain detailed records of interactions and outcomes using client-provided systems

• Develop and execute a strategic sales plan to achieve organizational sales targets and drive revenue growth in alignment with business objectives. • Provide dynamic leadership to the sales team, cultivating a high-performance culture through effective coaching, motivation, and performance management. • Identify and pursue new business opportunities, leveraging market insights and competitive analysis to expand the customer base and increase market share. • Build and maintain strong relationships with key clients, partners, and stakeholders to enhance customer satisfaction and loyalty. • Oversee the sales budgeting and forecasting process, ensuring accurate financial planning and resource allocation. • Monitor sales performance metrics and analyze data to identify trends, opportunities, and areas for improvement, driving accountability and continuous improvement. • Collaborate with marketing and product teams to develop and implement effective sales strategies and campaigns that align with market demands. • Ensure compliance with sales policies, procedures, and ethical standards, safeguarding the organization’s reputation and integrity. • Drive innovation and continuous improvement in sales processes and practices to enhance efficiency and effectiveness. • Report on sales performance, challenges, and strategic initiatives to senior leadership, providing actionable insights and recommendations.

• Consistently exceed your annual quota across SaaS and Services in a complex, multi-stakeholder enterprise sales environment • Identify and develop new opportunities with named, high-fit enterprise accounts within your territory • Lead full-cycle sales engagements from prospecting through to close, leveraging internal resources and cross-functional teams • Collaborate with marketing and BDR teams to build pipeline and accelerate customer acquisition • Articulate the unique business and technical value of UserTesting to both champions and executive decision-makers • Forecast opportunities accurately, leveraging tools like Salesforce and Clari to track pipeline and performance metrics • Contribute strategic feedback to enhance our solution offerings and future roadmap

• develop and implement the sales strategy aligned with the product strategy to maximize the profit potential of the product • support commercial and technical discussions with internal deal teams and customers • identify likely targets for the upgrade product and work with account sales team to investigate each target • provide technical sales expertise to guide the account sales team through the early ITO solutioning phase • build customer economic models to predict customer value generated by an upgrade product • oversee the commercial opportunity pipeline to ensure needed sales velocity to meet order goals • provide input into the Sales, Inventory, and Operation Planning (SI&OP) process for upgrade product orders and sales volume • support product development process to ensure smooth transition from product development to initial product launch