Back to jobs

Senior Account Executive

Remote

About Us:

Sauce Labs is the world’s largest full-lifecycle, test automation platform, and the company behind Selenium. Trusted by 80% of the world’s top ten largest financial institutions and over 300,000 enterprise users, Sauce Labs provides the only AI platform capable of turning business intent into autonomous testing and quality assurance. With a proprietary dataset of 8.7 billion test runs, Sauce Labs empowers the Fortune 2000 to bridge the gap between AI-driven code generation and enterprise-grade software quality. Learn more at saucelabs.com.

The Role:

Sauce Labs is seeking a Senior Account Executive, a sophisticated, strategic hunter who excels in the art of the complex enterprise sale. This is a net-new logo acquisition and expanding under penetrated tier 1 accounts role designed for a high-performer who thrives on breaking into untapped territories and winning competitive accounts.

As a Senior AE, you won’t just manage a territory; you will own it as a franchise. You will be responsible for navigating multi-threaded sales cycles, aligning Sauce Labs’ value proposition with the digital transformation goals of the world’s most innovative companies, and serving as a mentor to the broader sales organization.

Responsibilities:

  • Value-Led Prospecting:  Execute a strategic outbound motion that leads with insights rather than features, identifying "unrecognized pain" within enterprise organizations to create new pipeline.
  • Business Value Discovery:  Lead deep-dive discovery sessions to uncover technical bottlenecks and translate them into financial impacts, such as delayed time-to-market, developer churn, and brand risk.
  • Economic Case Construction:  Collaborate with prospects to build comprehensive ROI and TCO (Total Cost of Ownership) models that justify the investment. 
  • Disruption:  Effectively challenge the prospect’s current state (e.g., manual testing or open-source DIY) by quantifying the "Cost of Inaction" and positioning Sauce Labs as a strategic catalyst for digital transformation.
  • Strategic Orchestration:  Act as the "deal architect," aligning Sauce Labs executive sponsors and technical experts with the customer’s "Economic Buyer" to ensure alignment on business outcomes.
  • MEDDPICC Rigor:  Maintain extreme discipline in qualifying opportunities based on the customer’s Identified Decision Criteria and Quantifiable Business Results.

Required Skills:

  • Experience:  5 - 7+ years of quota-carrying SaaS sales experience, with at least 3-5 years specifically in a Strategic or Enterprise-level hunting role.
  • Domain Expertise:  Proven track record selling technical solutions (DevOps, SDLC, Cybersecurity, or Cloud Infrastructure) to technical buyers (CTOs, VPs of Engineering).
  • The "Big Deal" DNA:  Demonstrated history of closing six-figure and seven-figure deals.
  • Methodology Mastery:  Expert-level command of MEDDPICC, Force Management, or similar value-based sales frameworks.
  • Executive Presence:  Exceptional ability to command a room (or a Zoom) with C-Suite executives, translating technical advantages into business outcomes.
  • Agility:  A "startup soul" with "enterprise discipline", the ability to pivot quickly while maintaining a high standard of professional execution.
  • Education:  Bachelor’s degree or equivalent practical experience in a high-growth tech environment.
  • Mobility:  The ability to travel at least 25% of the time, to be on-site and/or in-region with your customers as required.

We are a hybrid workplace that recognizes the importance of flexibility while valuing in-person collaboration and relationship building. As a result, Saucers located near an office location must be able and willing to come into the office. Those hired remotely must be able and willing to travel to an office as required by the specific role. 

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

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.

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.

We are excited to share the base salary for this position exclusive of fringe benefits, potential bonuses or stock-based compensation. Your base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience, along with its relationship to the base salaries of current team members at Sauce Labs that are similarly situated.

Benefits and Perks that we offer include health coverage (medical, dental, and vision) along with disability and life insurance. In addition, Sauce Labs offers parental leave benefits, flexible time off, professional development, and a 401(k) retirement plan with match. To see more about benefits and perks at Sauce Labs, please check out our careers page at saucelabs.com/company/careers.

US Compensation Range

$125,000 - $150,000 USD

Create a Job Alert

Interested in building your career at Sauce Labs Inc.? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Sauce Labs Inc.’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.