Vice President, Global Accounts (SF, ATL, NYC, Seattle)

VP, Global Accounts
Atlanta, San Francisco, New York or Seattle 

Company Description
UserTesting enables every organization to deliver the best customer experience powered by human insight. With UserTesting’s on-demand Human Insight Platform, companies across industries make accurate customer-first decisions at every level, at the speed business demands. With UserTesting, product teams, marketers, digital and customer experience executives confidently and quickly create the right experiences for all target audiences, increasing brand loyalty and revenue. UserTesting has over 1,200 subscription customers, including 48 of the top 100 brands in the world, and has delivered human insights to over 35,000 companies to-date. 

Founded in 2007 and backed by Accel and OpenView, UserTesting is headquartered in San Francisco with offices in Atlanta and Edinburgh. To learn more, visit www.usertesting.com.

Description 

The VP, Global Accounts role is responsible for developing and managing a team of Global Account Directors to generate revenue and achieve individual, team and organizational quotas across regional territories in North America.  This role will be focused on selling our solutions to current top customers and select prospects with $1B and above in revenue.  The position reports to the SVP, North America Sales.

The candidate must have extensive enterprise Software-as-a Service Sales background.

Responsibilities:
  • Drive revenue and growth across North America named accounts, top 120 current customers and prospects
  • Hire, support and guide direct reports by participating and leading client and prospect meetings
  • Development of your team which will include recruiting, hiring and training new account executives Prepare regular sales pipeline and forecast reports for business stakeholders
  • Conduct weekly forecast meetings
  • Regularly monitor the sales activity of the team and tracks the results
  • Coach direct reports to drive closure and drive toward consistent, higher levels of world class selling

Required Skills:
  • Qualifying, prioritizing & assigning strategic accounts and territories
  • Sales and deal coverage, including oversight of establishing ensemble
  • Establish goals for individual Strategic Account Executives
  • Ability to recruit, support and sell with key business partners in the region

Key Strategic Measures:
  • Sales goal achievement
  • Market share/sales revenue, profitability
  • Effectiveness of mentor/training programs
  • Budget achievement
  • Effectiveness of sales account coverage
  • Meeting employee development goals
  • Accuracy of sales pipeline and forecast reporting
  • Internal and external client satisfaction
  • Product penetration within client accounts

Required Experience:
  • Bachelor's degree or equivalent
  • 5+ years of experience managing Enterprise software and SaaS sales teams; with 2+ years of experience managing a team focused on Global/Strategic Accounts
  • 5+ years direct enterprise software and SaaS selling experience; a top producer
  • Significant expertise in customer facing software sales positions as both individual contributor and sales leader
  • Ability to build deep trust with internal teammates and end customer executives
  • Experienced in using structured sales methodologies for selling to large accounts
  • Professional maturity to lead the way and manage sales cycles.

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