The Role
Own enterprise and mid-market SaaS sales from outbound prospecting through negotiation and close. Build self-sourced pipeline, exceed revenue quotas, forecast accurately, and navigate complex, multi-stakeholder sales cycles with executives, engineering leaders, and DevOps teams. Deliver technical product demonstrations, tailor AI-native quality engineering solutions, expand post-sale relationships, and provide market intelligence to product and marketing teams.
Summary Generated by Built In
Enterprise Account Executive
The Mission
The Pillars of Impact
Must-Haves — Do not apply unless you have these
The Bar — What you must prove
📍 US / Remote 🕐 Full-Time 🧭 6–10 Years
We aren't building traditional backend systems — we're powering the infrastructure behind Agentic Intelligence. TestMu AI is building the world's first AI-native platform where backend systems don't just serve requests, they enable autonomous decision-making, execution, and scale.
The name "TestMu" comes from our community conference. Our users and team aren't an audience — they're the heartbeat of what we build. We believe AI augments human potential. It doesn't replace it.
You'll be building the core backend systems that power AI-driven workflows — ensuring high performance, scalability, and reliability at every layer.
🚀 1. Strategic Pipeline & Revenue Growth (50%)
- Own and grow a book of enterprise and mid-market accounts through sophisticated outbound prospecting and high-level networking.
- Drive full-cycle deals from initial discovery to high-stakes close, consistently exceeding quarterly revenue targets.
- Architect complex contract negotiations and pricing agreements that deliver measurable ROI for clients and margin for TestMu AI.
- Maintain meticulous forecasting with real-time pipeline health updates that leadership can actually trust.
⚙️ 2. Solution Selling & Client Partnership (30%)
- Navigate multi-stakeholder sales cycles involving CXOs, VP Engineering, and DevOps Leads with clarity and authority.
- Partner with internal technical teams to tailor AI-native Quality Engineering solutions to each client's critical bottlenecks.
- Conduct expert-level product demonstrations that shift the narrative from "testing tool" to "agentic intelligence platform" for both technical and executive audiences.
- Build lasting enterprise relationships that expand contract value post-close.
🧠 3. Market Intelligence & Growth Mindset (20%)
- Stay ahead of the DevTool landscape to position TestMu AI as the definitive AI-native alternative to legacy automation.
- Contribute competitive insights back to product and marketing teams, closing the loop between the field and the roadmap.
- Actively pursue professional development — technical training, AI fluency, and enterprise sales craft.
- ✓You must have 6-10 years closing SaaS or Cloud deals with enterprise/mid-market accounts
- ✓You must have ability to hold a credible conversation with VP Engineering and DevOps leads
- ✓You must have a proven track record of building self-sourced pipeline and hitting quota
- ✓You must have experience in high-velocity outbound sales motions
The Bar — What you must prove
Enterprise Sales Experience
Closed complex deals with enterprise clients spanning multiple stakeholders.
Technical Conversational Skills
Held successful sales meetings with VP Engineering and DevOps leads.
Self-Sourced Pipeline Success
Consistently generated own leads and met or exceeded sales targets.
High-Velocity Sales Motion
Executed rapid outbound strategies resulting in increased revenue.
Skills Required
- 6-10 years closing SaaS or cloud deals with enterprise or mid-market accounts
- Ability to hold credible conversations with VP Engineering and DevOps leads
- Proven track record of building self-sourced pipeline and hitting quota
- Experience in high-velocity outbound sales motions
- Experience closing complex enterprise deals involving multiple stakeholders
- Experience conducting successful sales meetings with VP Engineering and DevOps leads
- Consistent success generating leads and meeting or exceeding sales targets
- Experience executing rapid outbound strategies that increase revenue
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The Company
What We Do
LambdaTest, now TestMu AI, is an AI-native, agentic testing cloud for end-to-end software quality engineering. Its platform supports testing across web, mobile, and AI applications, helping organizations automate and improve software quality. The company develops tools for autonomous testing workflows and supports development teams seeking scalable quality-engineering capabilities across modern application environments.
