Principal Solution Marketing Manager, AI

UserTesting; United States; On-site; USD 170,000 - 210,000; Full time

Job summary

UserTesting is seeking a Principal Solution Marketing Manager to define how we bring AI solutions to market and position the company as the human network behind AI. This senior role requires deep expertise in AI markets, workflows, and how to communicate complex technology to executive buyers.

You will partner with Product, Marketing, and Sales to build differentiated solutions, enable sales teams, and drive adoption through effective go-to-market strategies and thought leadership.

Qualifications

• 7+ years of relevant experience in product/solution marketing, GTM strategy, or related roles.
• Significant AI or technical-market expertise with understanding of AI systems deployment.
• Strong knowledge of AI concepts, workflows, and evaluations.
• Experience marketing to sophisticated AI buyers (researchers, engineers, enterprise leaders).
• Proven positioning, messaging, and go-to-market skills for complex tech solutions.
• Strong customer, market, and sales enablement capabilities.
• Excellent communication, collaboration, and influence at executive levels.

Responsibilities

• Define AI market narrative and positioning across our AI portfolio.
• Develop deep expertise on AI buyers and markets, buyers' priorities and constraints.
• Turn capabilities into repeatable market propositions across human data, AI evaluation, and research.
• Lead go-to-market strategy for AI solutions with cross-functional partners.
• Equip Sales with messaging, playbooks, and proof points for technical buyers.
• Capture market feedback to influence product and company strategy.
• Build credibility and leadership in AI through thought leadership and events.

Skills

AI Marketing

Technical Marketing

GTM Strategy

Executive Communication

Cross-functional Leadership

Job description

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

We’re looking for a Principal Solution Marketing Manager to define how we bring our AI solutions to market and help establish UserTesting as the human network behind AI.

This is a senior individual contributor role for a marketer who understands how AI systems are trained, evaluated, adapted, and deployed—and, importantly, where high-quality human judgment fits into those workflows.

You’ll become an expert on the organizations building and deploying AI, from AI labs and agent builders to enterprises, AI data providers, evaluation companies, and services partners. You’ll turn that market and buyer understanding into differentiated positioning, compelling solutions, effective go-to-market strategies, and sales enablement that resonates with sophisticated technical audiences.

At the heart of the role is a simple idea: AI systems depend on high-quality human judgment to train, correct, evaluate, and improve them. You’ll help articulate how our network of qualified people and our rigorous approach to capturing human judgment can turn that input into meaningful evidence for AI teams.

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.

Requirements

• 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.

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 [e-mail].

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.