Senior Account Executive

Responsibilities

• 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 Executive Business Reviews (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

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

Qualifications

• The ability to travel at least 25% of the time, to be on-site and/or in-region with your customers as required.

Skills

• German Proficiency.
• Enterprise SaaS sales experience.
• Ability to navigate large, decentralized global organizations.
• Expert at conducting Executive Business Reviews (EBRs).
• Deep proficiency in MEDDPICC and Value-Based Selling.
• Ability to discuss the nuances of the SDLC, CI/CD pipelines, and automated testing.
• Proven experience handling complex, multi-stakeholder contract negotiations.
• Deep experience in high-stakes verticals like FinTech, Healthcare, or Retail.
• Ability to travel at least 25% of the time.

Benefits

• Health coverage (medical, dental, and vision).
• Disability and life insurance.
• Parenthood leave benefits.
• Flexible time off.
• Professional development.
• 401(k) retirement plan with match.

Pay

US Compensation Range: $140,000—$150,000 USD

Schedule

Hybrid workplace with the expectation of some travel requirements.