Head of Market Growth

3 weeks ago

Edinburgh, United Kingdom UserTesting Full time

UserTesting® was founded in 2007, crossed $100M in revenue in 2020, and began trading under USER on the NYSE in 2021. The company is headquartered in San Francisco, California, with regional offices in Atlanta, Edinburgh, and Singapore. A trusted company by top brands for 14+ years, UserTesting has over 2,500 customers in 45 countries including more than half of the world's top 100 most valuable brands according to Forbes.

A leader in video-based human insight, we believe the path to human understanding starts with shared insight—seeing and hearing how another person engages with the world around them and taking in their perspective. We're for capturing the kind of human responses that don't show up in a spreadsheet. This is what inspires us, and it's how we enable companies to connect with their audiences, authentically, through an experience that's uniquely, and intentionally, human.

We're proud to have been named to the Inc. Best-Led Companies of 2021 and the Fortune Best Workplaces in the Bay Area 2021 lists, along with having received a variety of additional workplace and corporate growth awards. Choosing to join our team means being part of a passionate group focused on transforming the way companies understand their customers and build better products and experiences. Come join us and help us build the engine for human understanding

We are looking for a Head of Market Growth and Innovation to join the Value Management and Strategy Team. This role provides an exciting opportunity to work closely with UserTesting prospects, customers, partners and internal stakeholders to help develop, accelerate, close sales opportunities, and maximize customer value realization from the UserTesting Platforms. This role will work cross functionally with Sales, Marketing, Customer Success, and Professional Services in order to outline and build customer-oriented business cases based on the value of the UserTesting platform.

Role and responsibilities:

- Serve as an integral member of the UserTesting global Sales and Marketing teams.
- Work with cross-functional teams, including Product Management, Customer Success, Professional Services and Marketing to drive strategic activities necessary for driving growth and market success for UserTesting.
- Understand the market environment in which our platform is used, including customer needs and competitive positioning
- design a value selling approach that leverages UserTesting strengths and positions it for success.
- Develop strategies in global, enterprise and mid-market and GTM rules of the road, content, and direct sales field content.
- Influence product strategy based on researching the market, custom trends, and providing requirements to product management.
- Drive customer and revenue growth objectives: this person will actively participate in the enablement and execution of the value management programs to enable effective selling, align product positioning with industry trends and product advancements, and increase brand and product visibility through thought leadership activities and value selling.
- Create, design, build and outline the route to GTM success and inside sales motion for Global, Midmarket and Enterprise, working with Sales, Strategy, Marketing, Customer Success and Product Engineering with little to no oversight or direction
- Fully design and deploy the Sales Plays motion in strong partnership with the CRO, CMO, Sales Ops and Product Marketing
- Work closely with the sales leaders and field teams to outline revenue growth strategies and account execution plans and reporting
- Act as a principal owner of the sales plays motion, building the GTM framework, execution plan, pitches, reports, etc.
- Craft strategies to drive market penetration, value, and utilization of UserTesting (UT) into target industries, including focus accounts, partner ecosystems, and integrations
- Work with Sales Representatives, Solution Consultants, Product Management and Product Marketing to drive revenue growth and new logo acquisition
- High-energy, hands-on, detailed-oriented, with experience in GTM strategy, sales plays and market growth
- Develop and drive Value Management strategies and success across products and geos, positioning UserTesting for success in new and existing markets
- Using knowledge of the market and competitors, identify and develop the company's unique selling propositions and differentiators
- Help provide thought leadership approach to customer engagements across the entire lifecycle: from Acquisition - Activation - Retention and referral working within UserTesting to execute and drive a robust opportunity funnel
- Be an Evangelist of UserTesting's product at industry functions, conferences, and other events

Skills and education
- MBA preferred; Bachelor's degree and 4-6 year of market growth development, market strategy, sales play, and customer success
- Creative mindset; able to build products and strategies from intangible ideas into

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