Account Executive

Summary

Join Sauce Labs as an Account Executive to drive the full sales cycle, from prospecting to closing deals, focusing on acquiring new enterprise clients. Build and maintain a strong outbound pipeline using various strategies, including cold outreach and social selling. Identify and engage with key decision-makers in mid-market and enterprise organizations. Conduct effective discovery calls to understand customer needs and deliver compelling product demos. Collaborate with internal teams to refine messaging and provide market feedback. Stay current on industry trends and contribute to sales team best practices. This role requires a minimum of 2-5 years of SaaS sales experience and proven success in achieving quota in complex deals. The position offers a hybrid work environment and competitive compensation.

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. A business or a computer science degree 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
• Skills, and 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 questioning skills
• 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
• The ability to travel at least 25% of the time, to be on-site and/or in-region with your customers as required

Responsibilities

• Own and drive the full sales cycle: from prospecting and discovery through to negotiation and close, focused on net-new logo acquisition
• Build and maintain a strong outbound pipeline using a mix of cold outreach, inbound follow-up, social selling, and strategic account-based tactics
• Identify and engage technical decision-makers (e.g., VPs of Engineering, QA Directors, CTOs) across mid-market and enterprise organizations
• Conduct effective discovery and qualification calls to understand customer needs, pain points, and technical environments
• Deliver compelling product demos and collaborate with Solutions Engineers to align our testing platform with customer use cases
• Manage multiple complex sales cycles simultaneously while maintaining accurate forecasting in CRM (e.g., Salesforce)
• Collaborate cross-functionally with SDRs, marketing, product, and customer success to refine messaging, align on ideal customer profiles, and provide market feedback
• Stay current on industry trends and competitive landscape to position the platform effectively and win deals
• Contribute to playbooks and best practices as we scale the sales team and refine go-to-market strategies

Preferred Qualifications

Experience selling into SaaS, FinTech, Healthcare, Retail CPG, Gaming or Automotive industries is a big plus

Benefits

• Health coverage (medical, dental, and vision) along with disability and life insurance
• Parental leave benefits
• Flexible time off
• Professional development
• A 401(k) retirement plan with match