Director, 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 a Sales Leader at Sauce Labs, you will be managing and developing a team of Account Executives. You will participate in and lead customer and prospect meetings, as well as work cross functionally with stakeholders and corporate resources as required. You will be responsible for ongoing mentoring and development of sellers within a dedicated segment,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:

• Ensures the achievement of sales 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 enabling (S)AEs to drive product upsell/cross-sell/price increases and coordinate with the CSM for retention​
• Develops strong new and existing relationships with executive stakeholders across customer base as well as a deep understanding of their business landscape and goals; proactively anticipates future needs and risks and develops strategies with ADs​
• Sets KPIs, coaches, mentors, and enables (S)AEs to hit their number
• Market intelligence, be the expert on our buyers, who they are, how they buy and their key buying criteria.
• Understand the competitive landscape, be an expert on our competition and how they are positioned.
• Collaborate with product management and marketing communications to develop product positioning and messaging that resonate with our target buyer personas.
• Develop a marketing plan for our products in conjunction with our marketing team, including key activities and budgets to support the retention of existing customers and the acquisition of new customers.

Required Skills:

• 7+ years of Enterprise sales experience with 3-5 years of Sales Management Experience working for a technology vendor selling SaaS Enterprise solutions.
• Proficient using a disciplined sales process (MEDDPICC and Value Based Selling)
• Proficient in developing and managing C-Suite relationships
• Performance history in consistently achieving quota
• 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 writing, articulating, listening, and
• questioning skills
• Proficiency with computer applications, computer-based sales tools, and SaaS
• business applications
• Ability to understand and navigate through complex political environments and
• corporate structures
• 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.