Senior Account Executive

About Us

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. With a proprietary dataset of 8.7 billion test runs, Sauce Labs empowers the Fortune 2000 to bridge the gap between AI-driven code generation and enterprise-grade software quality.

The Role

Sauce Labs is seeking a Senior Account Executive, a sophisticated, strategic hunter who excels in the art of the complex enterprise sale. This is a net-new logo acquisition and expanding under penetrated tier 1 accounts role designed for a high-performer who thrives on breaking into untapped territories and winning competitive accounts.

As a Senior AE, you won’t just manage a territory; you will own it as a franchise. You will be responsible for navigating multi-threaded sales cycles, aligning Sauce Labs’ value proposition with the digital transformation goals of the world’s most innovative companies, and serving as a mentor to the broader sales organization.

Responsibilities

• Value-Led Prospecting: Execute a strategic outbound motion that leads with insights rather than features, 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 (Total Cost of Ownership) models that justify the investment.
• Disruption: Effectively challenge the prospect’s current state (e.g., manual testing or open-source DIY) by quantifying the 'Cost of Inaction' and positioning Sauce Labs as a strategic catalyst for digital transformation.
• Strategic Orchestration: Act as the 'deal architect,' aligning Sauce Labs executive sponsors and technical experts with the customer’s 'Economic Buyer' to ensure alignment on business outcomes.
• MEDDPICC Rigor: Maintain extreme discipline in qualifying opportunities based on the customer’s Identified Decision Criteria and Quantifiable Business Results.

Required Skills

• Experience: 5 - 7+ years of quota-carrying SaaS sales experience, with at least 3-5 years specifically in a Strategic or Enterprise-level hunting role.
• Domain Expertise: Proven track record selling technical solutions (DevOps, SDLC, Cybersecurity, or Cloud Infrastructure) to technical buyers (CTOs, VPs of Engineering).
• The 'Big Deal' DNA: Demonstrated history of closing six-figure and seven-figure deals.