Enterprise Account Executive

vor 6 Monaten

Berlin, Deutschland UserTesting Vollzeit

We’re UserTesting, a leader in experience research and insights; we believe the path to human understanding and great experiences start with a shared understanding—seeing and hearing how another person engages with the world around them and taking in their perspective. Working at UserTesting, you will be empowered to help organizations  discover the human side of business–transforming how they work, collaborate, innovate, and bring new products and experiences to market. This is what inspires us, and it’s how we enable companies to connect with their audiences naturally and organically through an experience that is uniquely, and intentionally human.

A trusted company by top brands for 15+ years, UserTesting, recently merged with UserZoom, has over 3,400 customers in 50 countries, including 75 of the Fortune 100 companies. Joining our team means being part of a passionate group focused on transforming how companies learn from and understand their customers. Come join us and help us build the engine for human understanding.

The Opportunity

As our Enterprise Account Executive (DACH), you'll target strategic prospects (companies with 1500+ employees and above) and recruit them as UserTesting customers. You'll work closely with a solution consultant to form the hub of a team which accelerates the User Testing development in key EMEA regions.  This sales role will be selling to large companies and clients focused on connecting to their customers and business partners for real human insights across a full range of experiences.  Here are some areas you'll focus on:

  • Execute a complex, solution-based consultative sales process encompassing multiple groups within a large enterprise located in the region
  • Develop new business opportunities by analyzing and proactively targeting high-potential departments within a large enterprise
  • Articulate and demonstrate UserTesting’s unique business and technical value
  • Execute end-to-end sales activities, including lead follow up, opportunity qualification, sales process, subscriber acquisition, and retention
  • Proactively develop unsolicited proposals that justify the expanded use of UserTesting throughout the enterprise
  • Effectively forecast sales opportunities, while tracking and using critical metrics that predict sales success
  • Track all relevant sales activity using the company's CRM platform (SFDC).
  • Build a plan to optimise the resources and growth in the region
  • Direct and communicate feedback for the company and support future solution development

 

The Team

Our sales team in EMEA is diverse and high-performing.  It includes BDRs, SMB and Mid Market Account Executives, as well as our Enterprise and Global teams.  You are also supported by our solution consultants who provide best-in-class, expert guidance to prospects.

 

What We’re Looking For

  • Significant experience selling enterprise SaaS solutions and a demonstrated, successful track record of exceeding new-business quotas... If you've been in a presidents or sales club, we want to know
  • You'll need the flexibility to travel (approx. 30% of the time)
  • You'll be a fluent German and English speaker
  • You're experience will be in building relationships with Global 1000 senior Executive, Line-of-Business and Digital Marketing, Product Management, Mobile, and Market Research executives
  • You'll need a passion for working with emerging technologies and a desire to deeply understand and demonstrate UserTesting’s functionality, use cases, as well as business and technical elements
  • You'll have experience of successfully working with and executing a complex, solution-based enterprise sales process
  • Importantly, you'll know the difference between activity and results and have a solid work ethic
  • Ideally, you'll have experience using a structure value based sales approach (we use MEDDICC so it's a plus if you've already used that)

Don’t meet every single requirement but excited about the role? We encourage you to apply Research show us that certain demographics are less likely to apply unless they meet 100% of the requirements, but you may be just the right candidate for this or other roles. We know that diverse perspectives foster the innovation we need to be successful, and we are committed to building a team that encompasses a variety of backgrounds, experiences, and skills.

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