Senior Account Executive
Job description
About the Role
Sauce Labs is the world's largest full-lifecycle test automation platform and the company behind Selenium. The organization serves over 300,000 enterprise users and is trusted by eighty percent of the world's top ten largest financial institutions. Sauce Labs operates an AI platform that converts business intent into autonomous testing and quality assurance, leveraging a proprietary dataset of 8.7 billion test runs. This role is a net-new logo acquisition and expansion position focused on penetrating tier one accounts. The Senior Account Executive will own untapped markets, acting as a strategic hunter who guides enterprise clients through complex sales cycles.
This position requires a high-performer who thrives on breaking into untapped territories and winning competitive accounts. The Senior Account Executive will not merely manage a territory but will own it as a franchise. Key responsibilities include navigating multi-threaded sales cycles and aligning the value proposition of Sauce Labs with the digital transformation goals of innovative companies. The role also involves serving as a mentor to the broader sales organization.
Compensation and Details
The compensation package for this position includes a base salary of one hundred eighty thousand dollars. The total guaranteed compensation is two hundred seventy thousand dollars. The opportunity features over two years of experience on an OTE (On Target Earnings) basis. The position is remote regarding location and engagement. Key Responsibilities
The Senior Account Executive will orchestrate executive sponsors to architect deals that align technical proof with buyer economics for strategic accounts. This involves championing business value discovery by mapping bottlenecks in testing workflows to financial risks. The role requires quantifying the cost of inaction to disrupt manual testing approaches and positioning AI-driven quality as a transformation catalyst.
Translating complex platform capabilities into ROI models is essential to justify total cost of ownership and accelerate enterprise adoption. The incumbent will challenge incumbent solutions by constructing data narratives that reveal hidden risks in open-source and manual stacks.
Guarding pipeline integrity through rigorous MEDDPICC criteria is a core duty, ensuring decision intent and quantified value are clearly documented. Expanding footprint across tier-one enterprises involves navigating multi-threaded journeys from exploration through contract finalization. The role necessitates partnering with technical experts to tailor demonstrations that resonate with economic buyers and technical evaluators.
Required Skills and Experience
Candidates must bring five to seven or more years of quota-carrying SaaS experience. This must include three to five years in strategic enterprise hunting roles. Proven success selling DevOps, cybersecurity, or cloud infrastructure solutions to technical leaders such as CTOs and engineering VPs is required.
The successful applicant will have closed six-figure and seven-figure deals, demonstrating mastery of complex procurement dynamics at scale. A specific focus is required on value-led prospecting, where strategic outbound motion leads with insights rather than features.
Essential Job Functions
- Value-Led Prospecting: Execute a strategic outbound motion that leads with insights, 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 models that justify the investment.
- Disruption: Effectively challenge the prospect's current state by quantifying the "Cost of Inaction" and positioning the platform as a strategic catalyst for digital transformation.
- Strategic Orchestration: Act as the "deal architect," aligning executive sponsors and technical experts with the customer's economic buyer.
- MEDDPICC Rigor: Maintain extreme discipline in qualifying opportunities based on identified decision criteria and quantifiable business results.
Required Qualifications
- Five to seven years of quota-carrying SaaS sales experience.
- Three to five years in strategic or enterprise-level hunting.
- Demonstrated history of closing six-figure and seven-figure deals.
- Proven track record selling technical solutions to technical buyers.
Nice to Have
There are no specific nice-to-have qualifications listed for this role.
Skills and Tools
The position utilizes Selenium and the Sauce Labs platform. The incumbent will work with a proprietary dataset derived from 8.7 billion test runs.
What you'll do
- Meet the bar Practical notes