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About the Role
Account Executives (AEs) are responsible for leading sales efforts, expanding new business, cross-sells and renewals within existing accounts to meet and exceed financial and business objectives. AEs are the account owners and coordinate all activities within their accounts, focusing on 'build territories' with a large potential for growth.
Responsibilities
- Ensures the achievement of sales revenue and pipeline goals by evaluating current business, identifying new opportunities, coordinating account strategies, and developing account plans.
- Maintains and grows revenue base by driving product upsell/cross-sell and coordinating account plans for retention/renewals.
- Partners with customers to ensure positive engagement with Sauce products, evaluate program changes, and navigate growth opportunities.
- Achieves multi-threaded engagement in accounts across different personas, business units, and levels up to C-Suite to drive ARR growth.
- Exceeds annual quota and quarterly revenue targets while maintaining accurate pipeline and forecasts.
- Provides expertise during the sales process by collaborating with cross-functional teams including Sales Engineering, Customer Success, Engineering, Product Management, and Executive leadership.
- Complies with all policies and procedures related to security and adopts a 'security first' approach to product and service design, building, and operation.
Requirements
- Minimum of 2-5 years of SaaS sales experience (ISR/SMB/Mid-Market rep) selling into a complex software environment.
- Strong business understanding and acumen.
- Experience selling into SaaS, FinTech, Healthcare, Retail CPG, Gaming or Automotive industries is a big plus.
- Proficient using a disciplined sales process (MEDDPICC, Targeted Account, and Value Based Selling).
- Demonstrated experience in developing and managing C-Suite relationships.
- Demonstrated performance history in consistently achieving quota.
- Demonstrated sales results in large, complex deals.
- Excellent time management, resource organization, and priority establishment.
- Ability to multi-task in a fast-paced environment with attention to detail.
- Excellent communication skills, including written, verbal, listening, and ability to understand technical concepts and how they drive business value.
- Proficiency with computer applications, computer-based sales tools, and SaaS business applications.
- Ability to effectively influence and guide prospective clients.
- Proven relationship-building skills.
- Ability to effectively interface with all levels inside and outside the company, including senior management.
- Ability to travel at least 25% of the time for customer engagement.
Skills
- SaaS sales
- Business acumen
- Sales process proficiency (MEDDPICC, Targeted Account, Value Based Selling)
- C-Suite relationship management
- Quota achievement
- Complex deal sales
- Time management
- Resource organization
- Priority establishment
- Multitasking
- Attention to detail
- Communication (written, verbal, listening)
- Technical concept understanding
- Business value articulation
- Questioning skills
- Computer application proficiency
- Computer-based sales tool proficiency
- SaaS business application proficiency
- Influence and guidance
- Relationship building
- Interfacing with all levels
- Security compliance
- Security-first approach
Location
- London
- Remote
Work Type
- Hybrid
- Remote
Experience Level
- 2-5 years SaaS sales experience
Education Level
- Business or Computer Science degree is a big plus
About the Company
- Sauce Labs is the world’s largest full-lifecycle, test automation platform and the company behind Selenium.
- Trusted by 80% of the world’s top ten largest financial institutions and over 300,000 enterprise users.
- Sauce Labs provides the only AI platform capable of turning business intent into autonomous testing and quality assurance.
- Empowers the Fortune 2000 to bridge the gap between AI-driven code generation and enterprise-grade software quality.
Equal Opportunity
- Sauce Labs is proud to be an Equal Opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender identity/expression/status, sexual orientation, age, marital status, veteran status or disability status.