Senior Account Executive

Summary

Join Sauce Labs as a Senior Account Executive and lead sales efforts, expanding new business and renewals within large existing accounts. You will be the account owner, coordinating activities with Customer Support Managers, Solution Engineers, and executive sponsors. Responsibilities include achieving sales revenue and pipeline goals, maintaining and growing revenue, partnering with CSMs, and exceeding annual quota. You will collaborate with cross-functional teams and develop C-suite relationships. This role requires 5+ years of strategic enterprise sales experience in a complex software environment and proven success in large, complex deals. The position offers a hybrid work environment and competitive compensation and benefits.

Requirements

• Minimum of 5+ years of strategic enterprise sales experience 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

• Ensures the achievement of sales revenue and pipeline goals including evaluating current business, identifying new opportunities within accounts, coordinating account strategies, and developing account plans
• Maintains and grows revenue base for book of business by driving product upsell/cross-sell, renewal term and revenue growth and coordinating a unified strategic account plan with the CSM for retention
• Partners with CSMs to ensure positive engagement with Sauce products, evaluate program changes, and effectively navigate growth opportunities
• Exceed annual quota and quarterly revenue targets while maintaining accurate and updated pipeline and forecasts
• Provide specific expertise during the sales process by collaborating internally with cross-functional teams, including Sales Engineering, Customer Success, Engineering, Product Management and Executive leadership

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