Strategic Inside Sales Representative

UserTesting

Strategic Inside Sales Representative at UserTesting managing sub-accounts and driving growth. Collaborating cross-functionally to ensure customer satisfaction and sales performance.

Posted 6/18/2026full-timeRemote • Colorado, Washington • 🇺🇸 United StatesJuniorMid-LevelWebsite

About the role

Key responsibilities & impact

Manage a portfolio of sub-accounts through structured cadence management and scaled touchpoints (nurture emails and targeted calls).
Own the full renewal cycle — from early engagement and value validation through negotiation, close, and on-time signature.
Meet and exceed quarterly and annual targets (Based on GAD quota by account) through a combination of expansion and upsell opportunities, partnered with the GAD.
Partner with the GAD to own the full sales cycle—from prospecting, discovery, and demo to negotiation and close—using the MEDDPICC methodology.
Proactively develop proposals in partnership with the GAD that demonstrate ROI and justify expanded platform adoption.
Partner with GAD and lead the sub-account renewal process—including proactive engagement, value validation, negotiation, and on-time signature—to maximize retention and minimize churn.
Partner with internal teams (Deal Desk, Finance, Legal, and Revenue Operations) to ensure smooth deal execution.
Maintain disciplined pipeline management and forecasting accuracy in Salesforce and Gong.
Continuously improve outreach efficiency using automation, data insights, and scaled playbooks.
Engage regularly with customers to uncover new opportunities, drive adoption, and secure renewals.
Develop and execute account-based strategies to expand UserTesting’s footprint within your territory.

Requirements

What you’ll need

2–4 years of B2B SaaS sales or account-management experience with a record of exceeding targets.
Proven ability to manage a large book of business while balancing retention and growth objectives.
Strong pipeline generation and qualification skills—you’re confident owning every stage of the sales process.
Experience leading renewals, driving customer retention strategies, and managing a high-volume book of business.
Familiarity with MEDDPICC, Salesforce, and Gong.
Excellent communication, presentation, and negotiation skills.
High drive, organizational discipline, and a passion for customer success in a fast-paced, high-growth environment.
Collaborative mindset, but comfortable being fully accountable for your own territory and quota.

Benefits

Comp & perks

Women, minorities, individuals with disabilities and protected veterans are encouraged to apply.
Accommodations for candidates requiring them during the interview process.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B SaaS salesaccount managementpipeline generationqualification skillsrenewals managementcustomer retention strategiessales process ownershipproposal developmentaccount-based strategiesnegotiation

Soft Skills

communicationpresentationnegotiationorganizational disciplinecollaborative mindsetcustomer successhigh driveadaptabilityproactive engagementvalue validation