Enterprise Account Executive (West Coast)
Sells AI-powered test automation platform to Fortune 1000 enterprises, owning full sales cycle from prospecting to close while managing territory and hitting quotas. Requires 5+ years enterprise SaaS sales experience, technical knowledge of CI/CD/testing, and executive engagement skills.
About the job
What You'll Do
- Source prospects, develop opportunities and sell mabl's Test Automation Platform to new Enterprise Accounts and expand business within key strategic accounts
- Be able to work independently and run a specific territory as well as collaborate with other mablers across product, sales engineering, and customer success in building a successful territory
- Own the end-to-end sales cycle and including prospecting, demo's, POCs, procurement, close
- Consistently achieve individual & team quarterly and annual sales quotas
- Educate customers on the product through conversations, demos, and presentations
- Uncover desired positive business outcomes, business needs, technical requirements, and the buyers purchasing process
- In the fast-evolving SaaS space, being able to continually provide updates on mabl’s core functionality, product offerings, competitors and overall market knowledge
- Proven track record of working directly with the executive level/C-Suite of key named/strategic accounts during complex enterprise sales cycles
- Document activities accurately in Salesforce
About You
- Minimum 5+ years of direct Enterprise Account/Strategic Account selling experience with a fairly complex SaaS product
- Demonstrated ability in creating and closing enterprise transactions 100k+
- Knowledge of technical audience in CI/CD, Testing, or Development markets, i.e. technical buyers, including QA engineers, developers or IT operations
- Demonstrated ability to scope and qualify POCs
- Experience in creating multi touch campaigns and sequences, using email, phone, LinkedIn, text, whatspp,etc.
- Specific experience in the last 2 years of direct prospecting to create opportunities, and experience closing those AE created opportunities
- Ability to collect data inputs for ROI model and ability to deliver and discuss ROI results with prospects
- Business presence and acumen to communicate and establish credibility with executive audiences, ie CIO, CTO, CFO
- Experience selling to IT/ Executive Leadership in the Fortune 500-2,000 companies
- High technical acumen to understand and articulate the value of the product
- Experience in Identifying, Building, and Testing Champions and Coaches; MEDDIC/MEDDPIC also applicable
- Proven track record of exceeding monthly, quarterly and yearly pipeline & sales quotas
- Ability to unlearn and relearn market and environment details and ability to learn and execute a new sales process, with specific stages and exit criteria
Compensation: $130,000 - $150,000 a year Plus commission and stock options
Skills
Salesforce, CI/CD, SaaS, Poc, Roi Modeling, MEDDIC, Linkedin Sales, Prospecting, Enterprise Sales, Test Automation
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