Sauce Labs · 1 day ago
Senior Account Executive
United States
Full-time
Remote
Mid, Senior Level
$125K/yr - $150K/yr
5+ years expSauce Labs is a company that empowers enterprises to deliver quality web and mobile applications at speed. They are seeking a Senior Account Executive to manage complex enterprise sales, focusing on net-new logo acquisition and expanding under-penetrated tier 1 accounts.
Cloud InfrastructureInformation TechnologyMobile AppsSoftwareWeb Development
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
Qualification
Required
5 - 7+ years of quota-carrying SaaS sales experience, with at least 3-5 years specifically in a Strategic or Enterprise-level hunting role
Proven track record selling technical solutions (DevOps, SDLC, Cybersecurity, or Cloud Infrastructure) to technical buyers (CTOs, VPs of Engineering)
Demonstrated history of closing six-figure and seven-figure deals
Expert-level command of MEDDPICC, Force Management, or similar value-based sales frameworks
Exceptional ability to command a room (or a Zoom) with C-Suite executives, translating technical advantages into business outcomes
A 'startup soul' with 'enterprise discipline', the ability to pivot quickly while maintaining a high standard of professional execution
Bachelor's degree or equivalent practical experience in a high-growth tech environment
The ability to travel at least 25% of the time, to be on-site and/or in-region with your customers as required
Benefits
Health coverage (medical, dental, and vision)
Disability and life insurance
Parental leave benefits
Flexible time off
Professional development
401(k) retirement plan with match
Company
Sauce Labs
Sauce Labs provides cloud-based testing for mobile and web applications.
201-500 employees
H1B Sponsorship
Sauce Labs has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (2)
2024 (2)
2023 (1)
2022 (2)
2021 (3)
2020 (6)
Funding
Current Stage
Late StageTotal Funding
$151MKey Investors
TPGRiverwood CapitalToba Capital
2022-06-07Series Unknown
2021-03-09Series Unknown
2019-03-26Series Unknown· $50M
Leadership Team
Grant Smith
Chief Revenue Officer (CRO)
Martha Jensen
Chief People Officer
Recent News
2025-11-14
Company data provided by crunchbase