Director, Inside Sales

About Us:

Sauce Labs is the leading provider of continuous test and error reporting solutions that give companies the confidence to develop, deliver and update high quality software at speed.  The Sauce Labs Continuous Testing Cloud identifies quality signals in development and production, accelerating the ability to release and update web and mobile applications that look, function and perform exactly as they should on every browser, operating system and device, every single time.  Sauce Labs is a privately held company funded by TPG and Riverwood Capital.

The Role:

As an Inside Sales Leader at Sauce Labs, you will be managing and developing a team of Sales Development Representatives and Inside Sales Representatives. This position will drive all aspects of our business development and inside sales organization to help Sauce Labs achieve ambitious growth objectives and capture market share. You will be responsible for ongoing mentoring and development of both our sales development and inside sales teams; which  includes but is not limited to the recruiting, hiring, training and coaching of those team members.  In this role you will report on sales activity, and forecast to  Senior Sales Leadership. 

Responsibilities:

• Build and lead a global Inside Sales team, fostering a high-performance culture that drives revenue growth.
• Manage and expand a portfolio of customers with current spend under $50K, driving retention and progression through the full sales cycle, from prospecting and qualification to negotiation and contract execution.
• Define, track, and optimize key performance metrics to assess the effectiveness of pipeline generation and sales efforts.
• Own and analyze the Inside Sales segment’s performance, ensuring accurate forecasting, pipeline generation, and activity tracking.
• Mentor Inside Sales Representatives through pipeline and forecast reviews, deal strategy sessions, call coaching, and structured training programs.
• Continuously improve and optimize the process.

Required Skills:

• Must have 5+ years of direct sales and sales development leadership experience with at least a year leading an entire inside sales development organization in SaaS
• Proven success leading multiple teams across different regions and solution offerings
• A demonstrated understanding of sales processes and building successful and modern inbound/outbound models in high-growth organizations
• Proven experience as a strategic partner with sales leadership to build a successful inside sales model to support segment pipeline and people growth objectives.
• Demonstrated ability to communicate effectively with senior-level executives
• Working knowledge of the most current technologies and products used in the industry
• Passion for sales and pipeline creation
• Strong knowledge of lead qualification methodologies (e.g. BANT, MEDDIC)
• History of over-achievement in leading SDR teams
• Strong background using CRM and sales engagement applications
• Consistent track record of success exceeding net new revenue targets 
• 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.