We’re UserTesting—the leader in human insight. Our mission is to help organizations craft exceptional customer experiences through fast, actionable feedback.
We empower teams to build the best products and experiences by embedding real human perspectives into every stage of the development process—from ideation to launch. With the world’s strongest participant network, AI-powered analysis, expert services, and seamless integrations, we help companies eliminate guesswork, align stakeholders, and bring customer needs into sharp focus.
Trusted by more than 3,000 organizations worldwide—including 75 of the Fortune 100—UserTesting delivers measurable business outcomes, reduces risk, and helps teams deliver with confidence. Joining our team means being part of a passionate group focused on transforming how companies understand and connect with their customers.
Let’s build experiences people love—together.
The Opportunity
Reporting to the VP of FP&A, you will lead a team of six professionals. The team is structured with a Director of Deal Operations, who leads four Deal Desk professionals, alongside a Pricing Analyst. This role partners closely with Sales, Product, Revenue Operations, Finance and Legal. Your work will directly influence margin health, forecast accuracy and sustainable revenue growth.
Responsibilities
Define and evolve UserTesting’s global pricing and packaging strategy across products and customer segments
Establish clear pricing architecture, including discount guidelines, approval thresholds and governance frameworks
Lead complex and strategic deal structuring, providing escalation support for high-value or non-standard transactions
Coach the Director of Deal Operations and support the development of a high-performing Deal Desk team, driving efficiency and commercial rigor
Partner with Product on monetization strategy for new launches and packaging evolution
Identify and address discount leakage and margin erosion to improve realized pricing performance
Operationalize pricing frameworks within CRM and CPQ systems, including dashboards and reporting to enhance visibility and forecast accuracy
Requirements
10+ years of experience in pricing, Deal Desk, revenue operations, or commercial finance, including leadership experience
Proven success building or scaling a global Deal Desk or pricing function in a high-growth SaaS environment
Deep understanding of SaaS pricing models, ARR constructs, discount strategy, and margin management
Strong analytical capabilities with experience in pricing analytics, modeling, and executive-level reporting
Demonstrated ability to influence senior stakeholders across Sales, Product, Finance, and Legal
Experience working with CRM and CPQ systems to operationalize pricing governance
Location: Hybrid or remote (city and country to be confirmed)
Travel: Up to 10–20% as needed for team and stakeholder alignment
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 requirements—but you may be exactly the right person for this or other roles. We believe diverse perspectives drive innovation, and we’re committed to building a team with a variety of backgrounds, experiences, and skills.
Application Process
Meet with a Recruiter
Meet the Hiring Manager
Participate in a Panel Interview
Offer Stage
Accommodations
At UserTesting, we’re committed to providing inclusive and accessible experiences for our candidates. We believe diverse perspectives are essential to creating exceptional experiences for everyone.
If you require accommodations or would like us to tailor the interview process to better suit 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.
