Regional Account Executive

Summary

Join mabl, a leading AI-powered test automation platform company, as a Regional Account Executive to contribute to the growth of its inside sales organization. This full sales cycle role offers the opportunity to work closely with the founding team and influence the sales process and team culture. You will be responsible for the entire sales process, from initial outreach to closing deals, directly impacting mabl's business, customers, and culture. The role requires significant experience in SaaS sales, specifically targeting technical buyers in the CI/CD, testing, or development markets. Success in this position demands a proven track record of exceeding sales quotas and a high level of technical acumen. mabl offers a supportive and flexible work environment with various benefits and perks.

Requirements

• Minimum 2-5+ years of direct selling experience with a fairly complex SaaS product selling to EB’s/Decision Makers, technical buyers, including QA engineers, developers or IT operations
• Demonstrated ability in creating and closing transactions 25k+
• Knowledge of technical audience in CI/CD, Testing, or Development markets, i.e. technical buyers, including QA engineers, developers or IT operations
• Demonstrated ability to scope and qualify POCs
• Experience in creating multi touch campaigns and sequences, using email, phone, LinkedIn, text, whatsapp,etc
• Specific experience in the last 2 years of direct prospecting to create opportunities, and experience closing those AE created opportunities
• Ability to collect data inputs for ROI model and ability to deliver and discuss ROI results with prospects
• Business presence and acumen to communicate and establish credibility with Economic Buyers who could be CFO/ CEO/ President
• Skill to establish technical wins and validation with technical buyers, including QA engineers, developers or IT operations
• Experience selling to IT/ Executive Leadership in various sizes and types of companies
• Examples of being extremely coachable with a mindset and desire to learn, grow, and expand Sales career
• High technical acumen to understand and articulate the value of the product is required, ideally in SaaS, cloud computing or enterprise IT
• Experience in with Identifying, Building, and Testing Champions and Coaches; MEDDIC/MEDDPIC also applicable
• Proven track record of exceeding monthly, quarterly and yearly pipeline & sales quotas
• Ability to unlearn and relearn market and environment details and ability to learn and execute a new sales process, with specific stages and exit criteria

Responsibilities

• Source prospects, develop opportunities and sell mabl's Test Automation Platform to new accounts through outbound call and email campaigns
• Consistently achieve individual & team monthly, quarterly, and annual sales quotas
• Develop skills necessary for successful lead generation and demo completion
• Educate customers on the product through conversations, demos, and presentations
• Uncover business needs, technical requirements, and the buyers purchasing process
• Proactively promote mabl and stay on top of mabl’s core functionality, product offerings, competitors and overall market knowledge
• Document activities accurately in Salesforce
• Possibility of travel to trade shows and key accounts to develop new business

Benefits

• We embrace hybrid and remote work across the US and around the world!
• We have 80+ mablers spread across the world in 4 countries, 3 continents, and about 18 states
• Teams get together annually to foster lasting personal relationships and we encourage mablers to visit our Boston office when possible
• Our Diversity, Equity, and Inclusion committee drives budgeted initiatives across all facets of the company, including recruiting, onboarding, education, and celebrations
• We’ve won a number of awards for our work and culture, including being named to BuiltIn’s Best Places to Work in Boston five times, Boston Globe’s Top Places to Work for DEI, and Business Intelligence’s Excellence in Customer Service Award
• We invest significantly in benefits and perks, including generous parental leave, rich health benefits, and employee wellness and collaboration perks
• We value our employees and show our appreciation through rewards and recognition programs, such as our mabl Kudos program and annual Founders Award!