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. Learn more at http://saucelabs.com . Release Assurance at the Speed of AI | Meet the new Sauce Labs The Role This is a hybrid /hub role working from your home in London, which means you may be expected to work from a designated co-working space from time to time, and will otherwise work remotely from home, until such time as a dedicated office is established. • Account Executives (AEs) are responsible for leading sales efforts, expanding new business, cross-sells and renewals within existing accounts to meet, exceed financial and business objectives. • AEs are the account owners and coordinate all activities within their accounts – ISR/SDR for new opportunities, Solution Engineers (SE) for technical pre/post sales, executive sponsorship, etc. • AEs will be focused on our “build territories” handling a larger number of accounts with smaller ARR, but a large white space potential for growth. The AE territory will approximately consist of 70% expansion accounts and 30% new logos. 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 and coordinating a unified strategic account plan for retention/renewals. • Partners with customers to ensure positive engagement with Sauce products, evaluate program changes, and effectively navigate growth opportunities​ with some assistance with the customer success organization. • Strategic focus getting multi-threaded in accounts to different personas, different business units and various levels up to C-Suite resulting in significant ARR growth in the account • 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. 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 prospecti