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.

Requirements

5 - 7+ years of Enterprise SaaS sales experience, with a proven track record of managing and growing a $2M+ book of business.
Demonstrated ability to navigate large, decentralized global organizations to find new budget holders and departments.
Expert at conducting Executive Business Reviews (EBRs) that prove ROI and justify increased investment.
Deep proficiency in MEDDPICC and Value-Based Selling to drive expansion and defend against competitive threats.
Ability to discuss the nuances of the SDLC, CI/CD pipelines, and automated testing with high-level technical architects and VPs of Engineering.
Proven experience handling complex, multi-stakeholder contract negotiations involving Procurement and Legal.
Deep experience in high-stakes verticals like FinTech, Healthcare, or Retail is highly preferred.
The ability to travel at least 25% of the time, to be on-site and/or in-region with your customers as required.

Benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Enterprise SaaS salesMEDDPICCValue-Based SellingSDLCCI/CD pipelinesautomated testingcontract negotiations

Soft Skills

strategic alignmentrelationship buildingbusiness outcomes focusnavigating complex organizationsexecutive communication