Note: The job is a remote job and is open to candidates in USA. Sauce Labs is the world’s largest full-lifecycle, test automation platform, and they are seeking a Senior Account Executive. This role focuses on net-new logo acquisition and expanding under penetrated tier 1 accounts, where the Senior AE will manage their territory and navigate complex sales cycles.
Responsibilities
- Value-Led Prospecting: Execute a strategic outbound motion that leads with insights rather than features, identifying "unrecognized pain" within enterprise organizations to create new pipeline
- Business Value Discovery: Lead deep-dive discovery sessions to uncover technical bottlenecks and translate them into financial impacts, such as delayed time-to-market, developer churn, and brand risk
- Economic Case Construction: Collaborate with prospects to build comprehensive ROI and TCO (Total Cost of Ownership) models that justify the investment
- Disruption: Effectively challenge the prospect’s current state (e.g., manual testing or open-source DIY) by quantifying the "Cost of Inaction" and positioning Sauce Labs as a strategic catalyst for digital transformation
- Strategic Orchestration: Act as the "deal architect," aligning Sauce Labs executive sponsors and technical experts with the customer’s "Economic Buyer" to ensure alignment on business outcomes
- MEDDPICC Rigor: Maintain extreme discipline in qualifying opportunities based on the customer’s Identified Decision Criteria and Quantifiable Business Results
Skills
- 5 - 7+ years of quota-carrying SaaS sales experience, with at least 3-5 years specifically in a Strategic or Enterprise-level hunting role
- Proven track record selling technical solutions (DevOps, SDLC, Cybersecurity, or Cloud Infrastructure) to technical buyers (CTOs, VPs of Engineering)
- Demonstrated history of closing six-figure and seven-figure deals
- Expert-level command of MEDDPICC, Force Management, or similar value-based sales frameworks
- Exceptional ability to command a room (or a Zoom) with C-Suite executives, translating technical advantages into business outcomes
- A 'startup soul' with 'enterprise discipline', the ability to pivot quickly while maintaining a high standard of professional execution
- Bachelor's degree or equivalent practical experience in a high-growth tech environment
- The ability to travel at least 25% of the time, to be on-site and/or in-region with your customers as required
Benefits
- Health coverage (medical, dental, and vision)
- Disability and life insurance
- Parental leave benefits
- Flexible time off
- Professional development
- 401(k) retirement plan with match
Company Overview
Company H1B Sponsorship