About Us:

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

Location: You can join us either in one of our offices in Berlin or Warsaw or 100% remotely in one of the countries where we have a legal entity: United Kingdom, Germany and Poland. We also have the ability to hire in the Netherlands.

The Role:

The Senior Account Executive (SAE) at Sauce Labs is responsible for all aspects of new customer acquisition and existing customer growth.  The SEMEA (Southern Europe, Middle East, Africa) region is newly created to cover our growth outside our UK, DACH and Northern Europe regions. SEMEA includes Spain, Italy, Portugal, Middle East & Africa.  SEMEA is geographically huge, and is best suited to a true Hunter, with experience of selling remotely and in person to a wide variety of customers and prospects across different cultures and first languages. Prioritisation, creating focus, and execution will be key to success in this region.

The SAE is responsible for the management of the sales process for prospective Enterprise customers (>3k employees) as well as expansion within existing accounts. The SAE will develop and execute strategies and tactics in the following key areas: territory planning, prospecting, relationship development, managing sales cycles, pricing presentation and delivery, negotiations, and closing.

Senior 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 run sales pursuits both remotely and on-site as needed. Expect to own deals from lead-pass to CSM handover in collaboration with Sales Development Reps (SDRs), Sales Engineers, Solution Architects, Professional Services, Customer Success and Partners.

Responsibilities: 

• Develop and execute a comprehensive territory plan for SEMEA.
• Prospect, build and maintain a robust sales pipeline
• Work with partners to extend reach & new opportunities
• Help direct the Account Team Unit (ATU): SDR, Inside Account Exec, SE, CSM, Renewals Specialist, Marketing
• Manage sales cycle using MEDDPICC
• Forecast accurately 
• Accelerate customer and solution adoption
• Manage contract negotiations
• Develop long-term strategic relationships with key accounts and ensure customer satisfaction
• Some travel required

Required Skills:

• Has 3 to 4 years of Enterprise selling experience in this region, ideally in the DevOps space.
• Proven track record of face to face and remote selling success to Enterprise customers (>3k employees)
• A clear understanding of formal Territory, Account and Opportunity (e.g. MEDDPICC) management processes and tools.
• Quickly develop an understanding of app testing and test automation vendors and their products for competitive positioning
• Be able to participate in thought leadership discussions (webinars and speaking events) regarding testing and test automation 
• Strong verbal and written communication and presentation skills
• Significant experience presenting to C-level executives, in-person and remotely
• Works well in teams and collaborative environments
• High tolerance for ambiguity with an ability to operate flexibly and decisively in a fast-paced environment
• Extensive network of relationships with customers, executives and peers
• Preferred Language Skills for this region: French (native/fluent) AND/OR Spanish OR Italian - fluent/native speakers would be beneficial 

Nice to Haves:

• Excellent (native/fluent) verbal and written English skills
• BS/BA degree preferred

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.

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