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Strategic Inside Sales Representative

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UserTesting

Dec 15

  • Job
    Full-time
    Junior & Mid Level
  • Customer Relations
    Sales & Business Development
  • London
  • Quick Apply

AI generated summary

  • You should have 2–4 years in B2B SaaS sales, strong pipeline generation skills, experience in renewals, familiarity with MEDDPICC and Salesforce, and excellent communication abilities.
  • You will manage sub-accounts, drive renewals and upsell, collaborate across teams, present proposals, maintain accurate forecasts, and execute account-based strategies to maximize growth.

Requirements

  • 2–4 years of B2B SaaS sales or account management experience, with a proven track record of exceeding targets.
  • Experience managing a large book of business with both retention and expansion goals.
  • Strong pipeline generation and qualification skills—you’re confident owning every stage of the sales process.
  • Experience leading renewals and managing customer retention strategies at scale.
  • Familiarity with MEDDPICC, Salesforce, and Gong preferred.
  • Excellent communication, negotiation, and presentation skills.
  • Highly organized, results-driven, and passionate about customer success in a high-growth environment.
  • Collaborative, but comfortable taking full ownership of your territory and quota.
  • [Please confirm travel expectations, if any]
  • [Please confirm on-site/hybrid/remote and location]

Responsibilities

  • Manage a portfolio of sub-accounts using structured cadences and scaled outreach (e.g., nurture emails, targeted calls).
  • Own the full renewal cycle—from early engagement through value validation, negotiation, and on-time close.
  • Meet and exceed quarterly and annual targets, aligned to the GAD quota per account, by driving both renewals and upsell opportunities.
  • Partner with the GAD to lead the sales cycle—from prospecting and discovery to demo, negotiation, and close—leveraging the MEDDPICC methodology.
  • Proactively develop and present proposals that demonstrate ROI and support broader platform adoption.
  • Take ownership of the sub-account renewal process to maximize retention and reduce churn.
  • Collaborate with cross-functional teams (Deal Desk, Finance, Legal, and Revenue Operations) to ensure smooth and efficient deal execution.
  • Maintain accurate forecasting and disciplined pipeline management in Salesforce and Gong.
  • Drive outreach efficiency by using automation, data insights, and scaled playbooks.
  • Engage regularly with customers to deepen relationships, secure renewals, and identify new opportunities.
  • Build and execute account-based strategies to expand UserTesting’s footprint within your territory.

FAQs

What is the primary focus of the Strategic Inside Sales Representative role?

The primary focus is to manage a portfolio of sub-accounts within strategic accounts, drive renewals, and uncover new growth opportunities while collaborating closely with Customer Success.

What kind of experience is required for this position?

A minimum of 2–4 years of B2B SaaS sales or account management experience with a proven track record of exceeding targets is required.

How will my performance be measured in this role?

Performance will be measured through the achievement of quarterly and annual targets related to renewals and upsell opportunities, as well as effective pipeline management.

What tools and methodologies should I be familiar with?

Familiarity with MEDDPICC methodology, as well as tools such as Salesforce and Gong, is preferred.

Will I be working independently or as part of a team?

You will work collaboratively with cross-functional teams while also taking full ownership of your territory and quota.

What is UserTesting's approach to inclusivity and accessibility?

UserTesting is committed to creating inclusive and accessible experiences for all candidates and encourages individuals to request accommodations during the interview process if needed.

How is the application process structured?

The application process includes a meeting with a recruiter, an interview with the hiring manager, participation in a panel interview, and the offer stage.

What kind of companies will I be partnering with in this role?

You will partner with global brands, including many Fortune 100 companies, supporting their mission-critical customer insights.

Are there travel expectations for this position?

Travel expectations will need to be confirmed during the application process.

What development opportunities will be available in this role?

You will gain exposure to industry-leading technology and have opportunities to expand your career in SaaS while working within a collaborative, growth-minded team.

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UserTesting

Human understanding. Human experiences.

Technology
Industry
501-1000
Employees
2007
Founded Year

Mission & Purpose

UserTesting is fundamentally changing the way digital products and experiences are built and delivered by helping organizations get insights from customers–from creation through execution. Built on top of a world-class, on-demand sourcing engine, customers can receive fast, high quality, opt-in feedback from both our proprietary and partner-sourced audience networks around the world. UserTesting offers the industry's most comprehensive experience research solution. Unlike approaches that track user behavior or collect customer listening data on live experiences, then try to infer what that data means, UserTesting enables companies to get input earlier in the process, helping to reduce guesswork, and bring experience data to life with human insight.