Sauce Labs is seeking a Senior Account Executive, a sophisticated, strategic hunter who excels in the art of the complex enterprise sale. This is a net-new logo acquisition and expanding under penetrated tier 1 accounts role designed for a high-performer who thrives on breaking into untapped territories and winning competitive accounts.
As a Senior AE, you won’t just manage a territory; you will own it as a franchise. You will be responsible for navigating multi-threaded sales cycles, aligning Sauce Labs’ value proposition with the digital transformation goals of the world’s most innovative companies, and serving as a mentor to the broader sales organization.
- 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.
- Experience: 5 - 7+ years of quota-carrying SaaS sales experience, with at least 3-5 years specifically in a Strategic or Enterprise-level hunting role.
- Domain Expertise: Proven track record selling technical solutions (DevOps, SDLC, Cybersecurity, or Cloud Infrastructure) to technical buyers (CTOs, VPs of Engineering).
- The "Big Deal" DNA: Demonstrated history of closing six-figure and seven-figure deals.
- Methodology Mastery : Expert-level command of MEDDPICC, Force Management, or similar value-based sales frameworks.
- Executive Presence: Exceptional ability to command a room (or a Zoom) with C-Suite executives, translating technical advantages into business outcomes.
- Agility: A "startup soul" with "enterprise discipline", the ability to pivot quickly while maintaining a high standard of professional execution.
- Education : Bachelor’s degree or equivalent practical experience in a high-growth tech environment.
- Mobility: The ability to travel at least 25% of the time, to be on-site and/or in-region with your customers as required.