usertesting48 Remote - U.S. Full-time 2024-03-21

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 Principal Sales Enablement Manager, you will be responsible for driving the UserTesting Sales Enablement Strategy. You will support global Sales Teams (SMB, Mid-Market, Enterprise, Enterprise Select, and Global Accounts), through a strategic, ongoing process that equips them with the tools, resources, and skills to make them more efficient, and ultimately improve sales execution and drive revenue for the company. This position entails a high degree of cross-functional collaboration, requiring adeptness in liaising with diverse teams beyond the Revenue Organization, such as Marketing, Operations, Finance, Legal, among others.

The scope of this role will focus on the four pillars defined and owned by UserTesting Revenue Enablement:

  1. Sales Training & Development
  2. Sales Communications
  3. Sales Tools & Resources
  4. Sales Engagement & Activation

Other responsibilities include:

  • Sales Training: Partner with the sales team to identify gaps in performance and develop recommendations and programs to improve sales execution, serving as lead for 1:1, manager-led, and targeted learning programs.
  • Selling Best Practices: Own the discovery, development, implementation, and analysis of interactive and engaging sales training content in multiple formats (Instructor-led, eLearning, Virtual learning, knowledge transfer). This includes discovery best practices, storytelling, pricing and negotiating, and so much more.
  • Sales Methodology: Own the execution and ongoing reinforcement training of UserTesting’s Sales Methodology, MEDDICC, and Command of the Message. 
  • Opportunity Coaching: Develop and maintain a coaching program that drives accountability and reinforces MEDDICC. This role will coach 1:1 and with entire Account Teams.
  • Sales Certifications: Develop sales certifications for our value proposition, sales methodology, products and positioning, pricing, and other critical topics to ensure that the UserTesting sales team is equipped with the knowledge and skillsets to execute at the highest level.
  • Performance KPIs: Establish clear metrics of success and drive towards these sales performance KPI goals. 

 

What we're looking for

  • Extensive experience of Sales and Sales Enablement
  • Experience in a fast-growing SaaS sales environment
  • Certified with MEDDICC and Command of the Message
  • You'll have excellent communications skills (both written and verbal) and be comfortable with public speaking
  • Self-motivated and able to execute project-based work

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.

To learn more about our team, culture, and customers, check out our careers page, company blog, and press/awards. Aside from a great work environment and the opportunity to make an impact, we’re also growing the team quickly–join us!

At UserTesting, we are committed to providing more inclusive and accessible experiences for our candidates. We pride ourselves on building empathy; diverse perspectives, which we believe are the key values to creating exceptional experiences for everyone. Our commitment to providing accessible experiences is driven by this belief and our core values. If you require any accommodations or have any specific requests about how we could tailor our interview process to better suit your needs please contact us on: talentexperience@usertesting.com. If you need to speak to someone please ask!

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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.  

We welcome candidates with physical, mental, and/or neurological disabilities. If you require assistance applying for an open position, or need accommodation during the recruiting process due to a disability, please submit a request to People Operations by emailing askPeopleOps@usertesting.com.