Account Executive - UK&I

Sauce Labs

Remote / United Kingdom
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 04/23/2021
  • Website: saucelabs.com
  • Company Address: 116 New Montgomery Street 3rd Floor, San Francisco, CA, 94105

About Sauce Labs

Sauce Labs is the company enterprises trust to deliver digital confidence. More than 3 billion tests have been run on the Sauce Labs Continuous Testing Cloud, the most comprehensive and trusted testing platform in the world. Sauce Labs delivers a 360-degree view of a customer’s application experience, helping businesses improve the quality of their user experience by ensuring that web and mobile applications look, function, and perform exactly as they should on every browser, OS, and device, every single time. Sauce Labs enables organizations to increase revenue and grow their digital business by creating new routes to market, protecting their brand from the risks of a poor user experience, and delivering better products to market, faster.

Job Description

Enterprise organisations need every digital experience their customers have to be perfect.  With Sauce, innovators accelerate their software development cycles, improve quality, deploy with confidence, reduce costs, and improve innovation. We call that continuous testing. You’ll call it awesome.

The Role

The Account Executive (AE) will work with 1 field-based Senior AE across key UK & Ireland vertical markets and Named Accounts to optimise all aspects of new customer acquisition and existing customer growth, including management of the sales process for their own prospective Enterprise customers and expansion within existing accounts.

The Impact You'll Have

You will help develop and execute strategies and tactics in the Account Team Unit - ATU, including: planning, prospecting, opportunity and relationship development, managing sales cycles, product & pricing presentation and delivery, negotiations, and closing.  

Leading with the Challenger Sales methodology, Account Executives at Sauce Labs strive to understand the specific challenges that both prospects and customers are faced with and propose Sauce Labs’ solutions accordingly to achieve the desired positive business outcomes. They will need to build and foster strong relationships with customers and key stakeholders while maintaining a solid knowledge of Sauce Labs’s evolving technology as well as competitive differentiators. In this role, you’ll focus on enterprise customers across the UK&I, presenting remotely and occasionally on-site as needed and as safety allows. Expect to own deals from cradle-to-grave in collaboration with business development reps, Senior AEs, sales engineers, Solution Architects, professional services, customer success and partners.

It is imperative that this individual demonstrates professional sales  qualities, ethical behavior, excellent work ethic and a focus on teamwork with both internal counterparts as well as customers and partners. 

Responsibilities:

  • Help develop and execute against a comprehensive territory plan for the ATU
  • Prospect, build and maintain a robust sales pipeline
  • Manage sales cycle as well as key internal/external stakeholders
  • Forecast accurately
  • Accelerate customer and solution adoption
  • Manage contract negotiations
  • Develop long-term strategic relationships with your key accounts and ensure customer satisfaction
  • Work with partners to extend reach & new opportunities
  • Work closely with  the Account Team Unit (ATU): BDR, Senior AE, SE, CSM, Renewals Specialist, Marketing

Required Skills:

  • Minimum 5 years sales and account management experience (“digital selling”, not just Face to Face) working for a technology vendor selling technical solutions, ideally in the Testing or DevOps space. 
  • SaaS/Cloud experience
  • A track record of success selling to Enterprises across the UK&I
  • Strong verbal and written communication and presentation skills
  • Works well in teams and collaborative environments
  • Good tolerance for ambiguity with an ability to operate flexibly and decisively in a fast-paced environment
  • Excellent verbal and written English skills

Extra Skills:

  • University Degree.
  • Professional sales methodology training, w.g. (MEDDICC/MEDDPICC, Challenger
  • Primarily a Hunter role with some account management experience

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.

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.

Please note our privacy terms when applying for a job at Sauce Labs.

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.