Sales Role at QuestionPro

Overview

You'll be selling QuestionPro's survey and market research platform to companies that need more than basic survey tools—think enterprises doing regular customer feedback, employee engagement, or market research. You're competing against SurveyMonkey on the low end and Qualtrics on the high end, positioning QuestionPro as the comprehensive middle option with enterprise features at a better price point.

Role Snapshot

Company Context

Stage: Mature/bootstrapped (526 employees, no recent funding news found)

Size: 526 employees globally

Growth: Established player with steady presence across multiple verticals

Market Position: Competitor in a mature, crowded survey software space - positioned between low-cost tools and premium enterprise platforms

GTM Reality

Pipeline Sources:

• 40% Inbound - Website demos, content downloads, free trial signups (quality varies—lots of small businesses that aren't qualified)
• 50% Outbound - Cold prospecting into target accounts, especially in verticals where they have case studies
• 10% Referrals/existing customer expansion

SDR/AE Structure: Likely dedicated SDRs for inbound qualification and setting meetings, but AEs do their own outbound prospecting for target accounts

SE Support: Shared SE pool for demos and technical validation—you'll do initial demos yourself, pull in SEs for deeper technical evaluations

Competitive Landscape

Main Competitors:

• SurveyMonkey (lower end, simpler tool)
• Qualtrics (high end, expensive, more enterprise features)
• Typeform, Google Forms (free/cheap alternatives)
• Medallia, InMoment (specialized CX platforms)

How They Differentiate:

• More features than SurveyMonkey at comparable price
• Cheaper than Qualtrics with "good enough" enterprise features
• AI-powered survey creation
• 24/7 global support
• All-in-one platform (surveys + CX + EX)

Common Objections:

• "We're already using SurveyMonkey/Qualtrics"
• "We can just use Google Forms for free"
• "Your brand isn't as well-known as [competitor]"
• Price objections from SMBs, feature gap concerns from enterprises

Win Themes:

• Better feature set than low-cost alternatives
• Better price than Qualtrics with similar capabilities
• Fast implementation, good support
• Compliance/security for regulated industries

What You'll Actually Do

Time Breakdown

Prospecting (30%) | Active Deals (40%) | Demos/Trials (20%) | Internal (10%)

Key Activities

• Outbound Prospecting: You're researching companies in target verticals (healthcare, education, financial services) and reaching out to heads of customer experience, market research managers, or HR leaders. You're looking for signals they do regular surveys or feedback collection.
• Demo Delivery: You'll give 5-8 product demos per week, walking through the survey builder, logic features, reporting dashboards, and integrations. Most demos are 30-45 minutes. You need to tailor it to their use case—employee surveys look different than customer research.
• Trial Management: Prospects will want a trial period to test the platform. You'll be checking in 2-3 times during the trial, looking at their usage data, offering to build sample surveys, and trying to get them into a buying conversation before the trial expires.
• Multi-Threading: You're rarely selling to just one person. You'll be coordinating between the end-user (researcher/CX team), IT/security for technical review, and procurement for pricing negotiations. A lot of your time is spent scheduling calls and aligning stakeholders.

The Honest Reality

What's Hard

• Most companies already have something for surveys, even if it's just Google Forms or an old SurveyMonkey account. You're often selling change management, not just software.
• The market is mature and competitive—you'll hear "we're already using X" on most calls. Differentiation is incremental, not revolutionary.
• Deal cycles stretch when you're waiting on IT security reviews, procurement approvals, or budget cycles. A deal that looks close in March often doesn't close until June.
• Free trial conversions are inconsistent—people sign up, build one survey, then disappear. You'll spend time chasing trial users who aren't engaged.
• Pricing pressure from SMBs who think surveys should be cheap, and enterprises who want enterprise features at SMB prices.

What Success Looks Like

• Closing 8-12 deals per year in the $10-50K range, with 1-2 larger deals in the $50-100K range
• Converting 15-20% of qualified demos to closed deals
• Building a pipeline that's 3-4x your quarterly quota
• Getting renewals and upsells from existing customers (easier than new logos)

Who You're Selling To

Primary Buyers:

• Customer Experience Managers/Directors (enterprises with CX programs)
• Market Research Managers (agencies, corporations doing regular research)
• HR/People Ops leaders (employee engagement surveys)
• Product Managers (user research, feedback collection)

What They Care About:

• Survey logic and branching capabilities (can they build complex research studies?)
• Reporting and analytics features (easy to share insights with stakeholders)
• Integrations with their existing stack (Salesforce, HRIS, BI tools)
• Compliance and security (HIPAA, GDPR, SOC 2 for regulated industries)
• Support and implementation speed (can they get up and running quickly?)
• Cost vs. incumbent (usually Qualtrics or SurveyMonkey)

Requirements

• 2-4 years selling B2B SaaS, preferably in martech, CX tools, or survey/research software
• Comfortable with technical demos and explaining features like API integrations, SSO, and data security
• Experience navigating multi-stakeholder deals (end users, IT, procurement)
• Ability to self-source pipeline and work outbound in addition to inbound leads
• Familiarity with CRM (likely Salesforce) and sales engagement tools