Sauce Labs

Account Executive

• Continuously audit the customer’s usage to document achieved KPIs (e.g., increased release velocity, reduced bug leakage) and present these as "Value Realization Reports" to executive stakeholders.
• Build 12–24 month transformation roadmaps that align Sauce Labs’ platform capabilities with the customer’s overarching corporate initiatives, such as "Cloud Migration" or "Customer Experience Excellence."
• Treat every major renewal as a "re-sale" by shifting the conversation from "seat counts" to "business outcomes," ensuring Sauce Labs remains a mission-critical line item.
• Navigate complex, decentralized global enterprises to penetrate new business units by finding new uses cases in existing accounts, substantiating new business value and expanding the Sauce footprint.
• Lead high-impact EBRs that serve as strategic alignment sessions, moving the relationship from a technical vendor to a trusted business advisor.
• Partner with Customer Success to ensure "Success Plans" are explicitly tied to the customer’s Economic Goals, ensuring a seamless transition from value promised to value delivered.

Senior Account Executive

Sales

• 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.

Senior Account Executive

Director, Sales