Inside Sales Representative

The Opportunity

As an Inside Sales Representative, you’ll own a quota and manage a defined book of business within the Corporate or Enterprise Expand segment. Your focus will be on driving renewal and growth opportunities across a portfolio of existing customers, while identifying new buying centers through a high-volume, tele-inside sales motion. You’ll collaborate cross-functionally to ensure customers see continued value from the UserTesting platform—but you’ll fully own your pipeline, forecast, and results. You’ll report directly to the Sales Segment Leader for your assigned segment..

Here are some areas you’ll focus on:

• Manage a portfolio of low-ARR 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 quota through a combination of expansion and upsell opportunities.

• Own the full sales cycle—from prospecting, discovery, and demo to negotiation and close—using MEDDPICC methodology.

• Proactively develop proposals that demonstrate ROI and justify expanded platform adoption.

• Lead the full 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.

The Team

Our global Go-to-Market function is a high-performing group of sales professionals across multiple segments. It includes Solution Consultants, Customer Success Managers, Renewals Managers, Business Development, and Services, all led by an accomplished global leadership team. As part of this team, Inside Sales Representatives play a key role in expanding UserTesting’s reach and driving growth across Corporate accounts.

What we’re looking for:

• 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.

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.