About Us:

What makes the difference between a product that's engaging, compelling, and easy to use and one that's frustrating, broken, and complicated? The answer is user experience. Here at UserTesting, our mission is to help our customers create great experiences. We enable every organization to deliver the best customer experience powered by human insight. 

About the team:

The Regional VP, Sales - Northern Europe will lead our growing UK and Nordics Enterprise and Mid-Market Sales team, focused on driving in-region revenue growth (inclusive of new logo acquisition and the expansion of existing accounts) and increased market share for our Human Insights Platform.

Reporting to the VP, Sales - EMEA, you will lead a team of experienced Sales Executives tasked with accelerating pipeline growth and evangelizing UserTesting’s value proposition in EMEA. As the leader of this team, you will build operational rigor into the business with an emphasis on data-driven forecasting, analyzing the effectiveness of sales and marketing strategies, disciplined database management, and a robust reporting infrastructure.

You will partner with our VP, Sales Strategy and Revenue Operations to develop the sales strategy for this region focused on near-term optimization and long-term growth. You will be a coach and a mentor, set the tone and drive results. You will cultivate a team culture aligned to User Testing’s core values with a focus on revenue achievement, operational excellence, and teamwork.

The Opportunity:

Be part of a senior sales leadership team driving a plan to go for $100m to $250m ARR in 3 years, pursuing a mission  to support customer centric strategies in customers with our Human Insight platform. Northern European is a key strategic territory to deliver this growth.

• Lead the Sales team, driving the teams to hit their quarterly and annual goals.
• Manage a high-growth organization and set sales strategies and programs to achieve account and revenue goals.
• Use data to guide your management of the business including business planning, evaluation of key performance metrics, accurate summaries and analysis of activity, results and forecasts.
• Provide leadership and oversight for the Sales team, including mentoring and development to drive quota attainment. 
• Performance manage the team to support a high-performing culture.
• Work with our partners in Marketing, Product, Solutions Consulting, Professional Services and Sales Operations to understand and implement initiatives to increase pipeline and bookings, differentiate our solutions, and improve the effectiveness and productivity of the team.
• Partner with the business development team to ensure there is a cohesive strategy in place to drive pipeline across the business development team and the Account Executives.
• Provide strategic guidance and insight about market trends and customer attitudes while measuring the effectiveness of sales strategies.
• Emphasize the importance of data-hygiene by promoting use of Salesforce in tracking leads, pipeline, deal structure, and wins.
• Foster continuous improvement; ensure that all sales activities (sales calls, pipeline development, account planning, customer account reviews, close cycles, etc.) are effective and scalable.
• Provide regular, data-based updates to the sales leadership team and executive partners regarding progress against quota attainment, team performance, and any challenges or roadblocks that you encounter along the way.
• Ensure 100% customer satisfaction and retention

What We’re Looking For:

• 10+ years' sales leadership experience at the executive level, leading a 8+ person organization of experienced sales executives.
• Domain expertise in SaaS.
• Working in a growth environment, scaling teams and revenue growth with new business
• A data-driven approach to decision-making; experience using Salesforce to manage the business, including team sales tasks, pipeline, and closing data.
• Experience building a go-to market strategy and sales plan, establishing a new sales motion, and building a culture of operational excellence.
• Experience of MEDDICC methodology to sucessfully  drive high performance sales performance

Why you’ll love working for UserTesting:

We’re honored to be named a 2020 Inc. Best Workplace. Joining UserTesting means being part of a passionate team focused on transforming the way companies learn about their users. 

Founded in 2007 and backed by Accel and OpenView, UserTesting is headquartered in San Francisco with offices in Atlanta and Edinburgh. 

To learn more about our team, culture, and customers, check out our careers page, company blog, and press/awards. Besides a great work environment and the opportunity to change the world we’re also growing fast — join us!