Solutions Consultant

The Opportunity

We are looking for a Solutions Consultant to join our team as an independent individual contributor. This role focuses on executing deal strategy, supporting pipeline progression, and delivering high-quality customer engagements. The ideal candidate brings strong foundational expertise in sales collaboration, platform capabilities, and experience research, operating as a reliable partner to Sales and the broader account team and a credible voice in customer conversations.

Responsibilities

Account & Sales Partnership

• Sales Partnership: Partner with sales rep and other account team members to support deal execution, preparing for customer engagements, aligning on next steps, and contributing to pipeline progression.

• Pipeline Management: Conduct regular deal reviews with Sales to identify gaps (e.g., MEDDICC), refine approach, and support opportunity advancement.

• Customer Engagement: Build relationships with customer stakeholders through consistent, value-driven interactions and effective meeting execution.

Solution & Deal Execution

• Demonstrations: Deliver customized product demonstrations aligned to customer needs, showcasing relevant use cases and methodologies.

• POC & POV Execution: Execute Proof of Concept (POC) and Proof of Value (POV) activities, aligning to defined success criteria and supporting value-based conversations.

• Solution Consultation: Recommend appropriate solutions, including configuration guidance (e.g., seats, SUS), aligned to customer needs and use cases.

• Objection Handling: Address product, feature, and competitive objections with clarity and confidence in standard deal scenarios.
   

Expertise & Development

• Platform Proficiency: Develop strong working knowledge of the UserTesting ecosystem, including core features, integrations, and qualitative methodologies.

• Research Fundamentals: Apply foundational understanding of experience research to support customer conversations and solution positioning.

• Industry Awareness: Build awareness of customer industries, common use cases, and challenges to improve relevance in engagements.
   

Organizational Impact & Thought Leadership

• Cross-Functional Collaboration: Partner with Customer Success, Product, and other teams to support deal success and share customer insights.

• Knowledge Sharing: Contribute to team learning by sharing insights, deal learnings, and best practices.

• Mentorship: Support onboarding of new team members as a peer mentor.

• Professional Impact & Presence: Operates with sound judgment, self-awareness, and professionalism across customer, cross-functional, and Solutions Consulting interactions, contributing to clarity, cohesion, and effective execution. 

Requirements

• 3+ years of experience in solution consulting or related field

• Experience supporting deal cycles and delivering customer-facing presentations

• Strong communication and collaboration skills

• Foundational understanding of sales processes and pipeline management

• Ability to work independently and manage multiple priorities

Don’t meet every single requirement but excited about the role? We encourage you to apply. Research shows that some candidates are less likely to apply unless they meet 100% of the qualifications—but you may be exactly who we’re looking for. Diverse perspectives drive innovation, and we’re committed to building a team with a wide range of backgrounds, experiences, and skills.

Application Process

• Meet with a Recruiter

• Meet the Hiring Manager

• Participate in a Panel Interview

• Final Interview (if applicable)

• Offer Stage

Accommodations

At UserTesting, we’re committed to creating inclusive and accessible experiences for all candidates. We believe diverse perspectives are essential to building exceptional products and experiences. If you require accommodations or would like us to tailor the interview process to better meet your needs, please contact us at [email protected].

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.