Account Executive, Mid-Market

The Opportunity

As a Mid-Market Account Executive, you’ll play a key role in driving revenue growth by both acquiring net new customers and expanding relationships with existing clients. You’ll engage mid-market organizations (up to ~1,500 employees) across North America, leading a consultative, solution-based SaaS sales process to demonstrate the value of UserTesting.

This role requires a hunter mentality. Your success in this role will be driven by your ability to develop new business opportunities, renew and expand existing customer accounts, and strategically manage the end-to-end sales cycle. You’ll collaborate cross-functionally with BDRs, Solution Consultants, and Internal Partners to ensure a seamless customer journey.

What You’ll Do

• New Business Growth: Identify, prospect, and acquire net new mid-market customers through outbound and inbound sales efforts.

• Account Expansion & Renewals: Grow and retain existing accounts by proactively identifying upsell and cross-sell opportunities.

• Consultative Selling: Lead discovery calls, product demonstrations, and business case presentations to showcase UserTesting’s value.

• Pipeline & Forecasting: Maintain a strong sales pipeline, accurately forecast revenue, and leverage Salesforce (SFDC) + Clari for tracking and reporting.

What We’re Looking For

• SaaS sales or related experience preferred, with a proven track record of hitting and exceeding sales targets.

• Hunter mentality with a passion for outbound prospecting, building pipeline, and driving revenue.

• Experience Net New selling.

• Strong consultative sales skills—ability to identify customer pain points and articulate the value of UserTesting.

• Experience successfully prospecting and developing opportunities within mid-market companies.

• Skilled in managing complex sales cycles, including negotiation and contract management.

• Proficiency in Salesforce (SFDC) or other CRM platforms for tracking sales activities and forecasting.

Perks/Benefits

• Private Medical, Dental and Vision

• Health Savings Account

• Pre-Tax Benefit Accounts (FSA)

• Commuter Benefits - transit and parking 

• Flexible Time off (Full time salaried (exempt) employees)

• 12 Days of observed holiday entitlement

• Basic Life insurance, Short-Term Disability and Long-Term Disability insurance

• 401(k) Retirement Plan 

• Professional Development Stipend

• Remote Equipment Expense Reimbursement

• Mental Wellness Employee Assistance Program

• Monthly wellness and telecommunications reimbursements

• Paid quarterly volunteering days and Charity donation matching via our UT Cares Volunteers and Charitable Giving Committee

• Perks at Work discount scheme

• Pet Insurance reimbursement 

• Employee Referral Programme 

• Employee-led groups to help foster a more inclusive employee experience and build a culture of belonging at UserTesting. Read more here!

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.