Strategic Accounts Director

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 At UserTesting, we're helping the world's leading brands create experiences people love. Every day, we empower organizations to make customer-first decisions faster by bringing real human insight into every stage of product development and innovation. As a Strategic Accounts Director, you'll play a pivotal role in growing and strengthening relationships with some of our most strategic enterprise customers. This is an opportunity for a consultative seller with a strong hunter mindset—someone who is energized by uncovering new opportunities, acquiring new business within complex enterprise organizations, and expanding the strategic footprint of existing customer partnerships. You'll partner with executive stakeholders to identify business challenges, develop account strategies, and deliver solutions that create measurable customer value. Working closely with Customer Success, Solutions Consulting, Marketing, Partnerships, and Business Development, you'll lead initiatives that drive long-term customer success, sustainable revenue growth, and deeper adoption of UserTesting across the enterprise. If you're passionate about building executive relationships, navigating complex sales cycles, and helping customers solve meaningful business challenges, we'd love to meet you. Responsibilities Own a portfolio of strategic enterprise accounts, delivering quarterly and annual revenue goals while maintaining forecast accuracy within +/-10%. Drive customer retention and expansion by partnering closely with Renewal Managers and Customer Success Managers to maximize customer value and long-term growth. Develop and execute territory and account plans that identify opportunities to acquire new business units, stakeholders, and buying centers while expanding existing enterprise agreements. Build and maintain a healthy pipeline by partnering with Business Development Representatives, Field Marketing, Partnerships, and through proactive prospecting and outbound engagement. Lead complex enterprise sales cycles using a consultative approach, aligning UserTesting's solutions to customer business priorities and measurable outcomes. Collaborate across Solutions Consulting, Customer Success, Value Management, Insights Consulting, Deal Desk, and Partner teams to deliver exceptional customer outcomes and profitable growth. Build trusted relationships with executive sponsors and key decision-makers while maintaining accurate account, opportunity, conversation intelligence, and forecast data in Salesforce, Gong, and other sales productivity tools. What We're Looking For 8+ years of enterprise SaaS sales experience, with a consistent track record of exceeding revenue targets and driving customer retention and account growth. Demonstrated success acquiring new business within enterprise accounts while expanding existing customer relationships and increasing strategic account value. A strong hunter mindset, with the curiosity, resilience, and business acumen to uncover whitespace opportunities, engage new stakeholders, and create demand within complex organizations. Proven ability to navigate and influence executive stakeholders across large, matrixed enterprises while building trusted, long-term relationships. Excellent communication, negotiation, and relationship-building skills, with a consultative, customer-focused approach. Proficiency with Salesforce, Gong, Outreach, Google Workspace or Microsoft Office, and leading generative AI tools. Experience using AI platforms such as Claude, Gemini, and ChatGPT to improve productivity, research, account planning, customer engagement, and sales execution is required. Ability to travel up to 50% of time Nice to Have​ Experience selling solutions in user experience, digital product development, customer insights, market research, or adjacent technology spaces. Located in San Francisco, CA, Detroit, MI, New York City, NY, or Seattle, WA. Don’t meet every single requirement but excited about the role? We encourage you to apply. Research shows that some candidates are less likely to apply unless they meet 100% of the qualifications—but you may be exactly who we’re looking for. Diverse perspectives drive innovation, and we’re committed to building a team with a wide range of backgrounds, experiences, and skills. Application Process Meet with a Recruiter Meet the Hiring Manager Participate in a Panel Interview Final Interview (if applicable) Offer Stage Accommodations At UserTesting, we’re committed to creating inclusive and accessible experiences for all candidates. We believe diverse perspectives are essential to building exceptional products and experiences. If you require accommodations or would like us to tailor the interview process to better meet your needs, please contact us at [email protected] . 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.