Principal Strategist, Competitive Intelligence

The Team

At UserTesting, the Solution Marketing team is responsible for driving demand, enabling sales, and positioning our solutions as market leaders through close collaboration with Product, Sales, and Customer teams. We deeply understand our buyers, products, and competitive landscape, specializing in messaging and positioning, market and competitive analysis, content creation, and sales enablement. Our work ensures that our products resonate with target audiences and drive measurable business impact. With a focus on data-driven decision-making and continuous optimization, we support the company’s growth objectives by equipping go-to-market teams with the knowledge and tools they need to win.

The Opportunity

As the Principal Strategist of Competitive Intelligence, you’ll wake up every day thinking about the competition—from direct experience research vendors to broader CX, MarTech, market research platforms, and traditional agencies offering similar services. You’ll own and drive UserTesting’s competitive strategy across the business, delivering clear, actionable insights and differentiated positioning to help us win in the market.

This role is both strategic and hands-on: you’ll dive deep into the functional details of our product, understand the evolving competitor landscape, and equip the field with the tools and messaging they need to succeed in high-stakes deals. You’ll work closely with Sales, Product, Marketing, and Executive Leadership, and you may be called on to represent our competitive differentiation in customer and analyst conversations.

This position reports to the Vice President of Solution Marketing and plays a key role in shaping the go-to-market strategy, product positioning, and field effectiveness across UserTesting’s core markets.

• Monitor and analyze the competitive landscape across direct and adjacent categories including experience research, CX platforms, MarTech solutions, market research providers, and agencies.

• Deliver deep-dive analyses of competitor offerings, go-to-market strategies, pricing, messaging, strengths, and weaknesses.

• Track competitor product announcements, customer wins/losses, positioning shifts, and strategic moves—then distill this into clear implications and actions for UserTesting.

• Partner with Product Management to inform roadmap decisions and innovation opportunities based on competitive trends and white space.

Positioning & Differentiation

• Craft and continuously refine differentiated positioning and messaging frameworks that highlight how UserTesting rises above the competition—functionally, strategically, and operationally.

• Collaborate with Solution Marketing and Corporate Marketing to infuse competitive differentiation into campaigns, product launches, customer stories, and analyst briefings.

• Drive cross-functional alignment on what makes us unique and how we tell that story across channels and buyers (technical, functional, and executive).

Sales Enablement & Field Readiness

• Lead the creation and maintenance of competitive battlecards, objection-handling guides, FUD tactics, talk tracks, win/loss insights, and persona-specific value positioning.

• Regularly enable the field (Sales, Consulting Services, Solutions Consulting, Marketing, and Partners) through competitive training, office hours, win/loss debriefs, and live role-play sessions.

• Partner with Revenue Enablement and Revenue Leadership to prioritize and track adoption of competitive content and effectiveness in active opportunities.

• Support strategic deals as a competitive resource for reps and deal teams, offering insights and tools to win high-value engagements.

Thought Leadership & Influence

• Act as a subject matter expert on the competitive landscape in analyst briefings, customer meetings, and internal strategy discussions.

• Drive internal awareness through regular reporting, dashboards, newsletters, or briefings summarizing shifts in the market and how we respond.

• Foster a culture of competitive excellence across GTM and Product organizations.
   

What we're looking for

• In-depth experience in sales, product marketing, competitive intelligence, sales engineering, or solution consulting within enterprise SaaS and/or services.

• Deep understanding of go-to-market dynamics and buyer needs in complex B2B sales cycles.

• Technically astute and comfortable diving into product details, competitive demos, and integrations while connecting features to business outcomes.

• Proven track record of developing effective competitive content and delivering enablement programs that drive real impact in the field.

• Excellent communication and storytelling skills, with the ability to influence both executive stakeholders and frontline teams.

• Strong analytical and research skills with the ability to synthesize large amounts of information into actionable insights.

• Comfortable working in a fast-paced, evolving environment with cross-functional collaboration and executive visibility.

• High degree of ownership, curiosity, and tenacity in tracking, challenging, and outmaneuvering the competition.

• Demonstrates UserTesting’s values in daily interactions and contributes to a high-performing team culture.

• Experience within enterprise SaaS.

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.