Account Executive

About Us:

At Sauce Labs, we empower the world's top enterprises - like Walmart, Bank of America, and Indeed - to deliver quality web and mobile applications at speed. Our industry-leading platform ensures continuous quality across the SDLC, using AI-powered analytics to identify key quality signals from development through production. With our unified solution, teams can release and innovate with confidence, knowing their apps will always look, function, and perform exactly as they should. Backed by TPG and Riverwood Capital, we are shaping the future of digital confidence - join us!

The Role:

Sauce Labs is on the search for a pure hunter—a high-velocity, self-starting Account Executive who thrives in a competitive, outbound-driven environment. In this role, you’ll be responsible for sourcing, managing, and closing net new enterprise logos.

This is a 100% new business role focused on building new pipeline, converting leads, and establishing long-term customer relationships from the first touchpoint. You’ll work closely with our Marketing, and Sales Engineering teams to open doors, build trust, and close deals.

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.

Required Skills:

• 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.
• Experience selling into SaaS,  FinTech,  Healthcare,  Retail CPG, Gaming or Automotive industries 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.

We are a hybrid workplace that recognizes the importance of flexibility while valuing in-person collaboration and relationship building. As a result, Saucers located near an office location must be able and willing to come into the office. Those hired remotely must be able and willing to travel to an office as required by the specific role. 

Please note our privacy terms when applying for a job at Sauce Labs.

Sauce Labs is proud to be an Equal Opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender identity/expression/status, sexual orientation, age, marital status, veteran status or disability status.

Security responsibilities at Sauce

At Sauce, we will commit to supporting the health and safety of employees and properties, partnering with internal stakeholders to learn and act on ever-evolving security protocols and procedures. You’ll be expected to fully comply with all policies and procedures related to security at the department and org wide level and exercise a ‘security first’ approach to how we design, build & run our products and services.