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. Learn more at saucelabs.com.

The Role:

As a Senior Account Executive (Growth), you are the architect of growth within Sauce Labs’ most valued customer partnerships. This is a strategic sales position focused on Net Retention and Expansion through effective upsell / cross sell motions. You will lead the charge in identifying white space within existing enterprise logos, navigating complex organizational charts to find new buying centers, and ensuring our platform remains mission-critical. You are the "CEO of the Account," orchestrating a multi-disciplinary team of CSMs, Solutions Engineers, and Executives to maximize the lifetime value (LTV) of your book of business.

Responsibilities:

• Value Realization & Evidence:  Continuously audit the customer’s usage to document achieved KPIs (e.g., increased release velocity, reduced bug leakage) and present these as "Value Realization Reports" to executive stakeholders.
• Strategic Account Mapping:  Build 12–24 month transformation roadmaps that align Sauce Labs’ platform capabilities with the customer’s overarching corporate initiatives, such as "Cloud Migration" or "Customer Experience Excellence."
• The "Strategic Re-Sale":  Treat every major renewal as a "re-sale" by shifting the conversation from "seat counts" to "business outcomes," ensuring Sauce Labs remains a mission-critical line item.
• White-Space Expansion:  Navigate complex, decentralized global enterprises to penetrate new business units by finding new uses cases in existing accounts, substantiating new business value and expanding the Sauce footprint 
• Executive Business Reviews (EBRs):  Lead high-impact EBRs that serve as strategic alignment sessions, moving the relationship from a technical vendor to a trusted business advisor.
• Cross-Functional Synergy:  Partner with Customer Success to ensure "Success Plans" are explicitly tied to the customer’s Economic Goals, ensuring a seamless transition from value promised to value delivered.

Required Skills:

• Experience:  5 - 7+ years of Enterprise SaaS sales experience, with a proven track record of managing and growing a $2M+ book of business.
• Expansion Expert:  Demonstrated ability to navigate large, decentralized global organizations to find new budget holders and departments.
• Value Realization:  Expert at conducting Executive Business Reviews (EBRs) that prove ROI and justify increased investment.
• Methodology Mastery:  Deep proficiency in MEDDPICC and Value-Based Selling to drive expansion and defend against competitive threats.
• Technical Acumen:  Ability to discuss the nuances of the SDLC, CI/CD pipelines, and automated testing with high-level technical architects and VPs of Engineering.
• Negotiation Skills:  Proven experience handling complex, multi-stakeholder contract negotiations involving Procurement and Legal.
• Industry Knowledge: Deep experience in high-stakes verticals like FinTech, Healthcare, or Retail is highly preferred.
• Mobility:  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. 

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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.

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.