Note: The job is a remote job and is open to candidates in USA. UserTesting is a human insight company that helps organizations create exceptional customer experiences through human feedback and AI-powered analysis. The Principal Solution Marketing Manager will define the market narrative and go-to-market strategy for UserTesting’s AI solutions, develop differentiated positioning and customer propositions, enable sales, and influence product and company strategy. The role also builds credibility for the importance of qualified human judgment in training, evaluating, and deploying AI systems.
Responsibilities
- Define our AI market narrative and positioning. Own audience-specific positioning, messaging, value propositions, and solution narratives across our AI portfolio, clearly differentiating our human network and methodology from AI data and labeling vendors, panel providers, synthetic data providers, model graders, and internal alternatives
- Develop deep expertise in AI buyers and markets. Build a strong understanding of AI labs, agent builders, enterprises deploying AI, AI data providers, reinforcement learning and evaluation companies, and systems integrators—including their technical workflows, buying committees, priorities, challenges, and use of human judgment
- Turn our capabilities into compelling AI solutions. Develop repeatable market propositions across human data, AI and agent evaluation, and ongoing research for AI systems, connecting capabilities such as specialist recruitment, preference and demonstration data, human reference sets, expert judgment, real-world workflow evaluation, and managed research to specific customer needs
- Lead go-to-market strategy for AI solutions. Partner with Product, Demand Generation, Content Marketing, Sales, and other teams to bring new AI capabilities and use cases to market, develop campaigns and thought leadership, support strategic engagements, and identify emerging opportunities based on buyer and competitive insight
- Equip Sales to engage sophisticated AI buyers. Create messaging frameworks, solution briefs, playbooks, pitch and executive presentations, discovery frameworks, persona guides, competitive battlecards, objection handling, use-case narratives, proof points, and other enablement that helps Sales and Solution Consulting navigate technical buying committees
- Bring the voice of the market into company strategy. Establish strong feedback loops across customers, Sales, Product, and Marketing, translating market intelligence into sharper solutions, clearer differentiation, new use cases, and recommendations that influence product and company strategy
- Build credibility and category leadership in AI. Support thought leadership, analyst relations, industry events, partner strategies, and executive customer conversations that demonstrate why qualified human judgment remains critical as organizations train, evaluate, and deploy increasingly capable AI systems
Skills
- 7+ years of relevant experience in Product Marketing, Solution Marketing, Technical Marketing, Product Management, GTM Strategy, or a related discipline, with demonstrated success marketing highly technical enterprise solutions
- Significant AI or technical-market expertise, with experience in AI, machine learning, developer infrastructure, data platforms, or related technologies and a strong understanding of how organizations build, adapt, evaluate, and deploy AI systems
- Strong working knowledge of modern AI concepts and workflows, including post-training, preference and demonstration data, reinforcement learning and human feedback, AI evaluations, automated graders/LLM-as-judge, human reference sets, agentic workflows, open-weight models, fine-tuning and domain adaptation, red teaming, and safety evaluation
- Experience marketing to sophisticated AI and technical buyers, such as AI/ML researchers and engineers, Post-Training, Evaluation, Safety and Preparedness, Human Data and Data Operations, AI Product, Platform and Infrastructure, Enterprise AI, CIO, or AI Transformation leaders
- Proven positioning, messaging, and go-to-market skills, with the ability to translate complex technical capabilities into differentiated customer and business value while maintaining credibility with highly technical audiences
- Strong customer, market, and sales enablement capabilities, including experience conducting market and buyer research and creating commercial tools that help enterprise sellers navigate complex technical buying committees
- Exceptional communication, collaboration, and influence skills, with the ability to operate effectively as a senior individual contributor, communicate with executive audiences, lead significant cross-functional initiatives without formal authority, and turn market insight into action
Benefits
- Remote work
Company Overview