Strategic Accounts Director

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.

Requirements

• 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.

Qualifications

• 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.