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 ramping up our Customer Success team to proactively help our customers leverage our platform to impact their business. This is an opportunity to be part of a high performing CS team and make a strategic contribution to the success of Sauce Labs.  You will be building relationships with key customers and guiding them on their Test Automation journey.  We're looking for someone who is passionate about making their customers successful, proactive in solving challenges, and can represent their customers’ needs within the business. 

Responsibilities:

• Develop and nurture relationships across a portfolio of enterprise customers to increase their adoption and health scores to add value to their business.
• Collaborate with Sales to develop strategic account plans, improve customer experience, and explore expansion opportunities.
• Partner with customers to identify their strategic goals, business priorities, and initiatives to create success plans with clear metrics and engagement strategies.
• Proactively monitor customer usage and health scores of Sauce products and take immediate action to mitigate and address issues.
• Build relationships with multiple individuals in each account, including executive sponsors, economic buyers, and decision-makers.
• Influence leaders to drive change across the customer organization.
• Provide strategic advice and guidance to customers on effectively using Sauce products and schedule regular touch points to review progress and milestones.
• Prepare and present quarterly Executive business reviews in partnership with Sales and product management.
• Act as an advocate for customer needs/issues across product, marketing, and support functions. 
• Provide ongoing support and assistance to customers, helping them troubleshoot issues, address concerns, and optimize their product usage.
• Responsible for measuring and proactively monitoring customer health scores to drive proactive engagement and address potential concerns before they escalate.
• Work closely with your internal cross-functional departments, Sales, Renewals, Product, Support, and Legal, to influence them to address customer needs and drive successful outcomes.
• Own and drive internal initiatives that enhance and grow the CS organization.

Required Skills:

• 3-5 + years of experience working as a Customer Success Manager, expanding business for SaaS solutions in digital product development, testing or DevOps.
• Strong technical (familiarity with python, java, or other related coding languages) aptitude and ability to simplify complex concepts. Experience working with and/or performing data analysis is a plus.
• Proven ability to anticipate customer needs and drive scalable solutions
• Genuine curiosity, plus a desire to learn about existing and new tools in the testing ecosystem
• The persistence to discover, develop and build relationships where none exists.  
• Ability to seek and identify new use cases which could benefit from continuous testing architecture
• Ability to run technical demonstration sessions of newly released features and capabilities which could benefit customer goals and objectives
• Ability to collaborate effectively with cross-functional teams, including Sales, Support, Engineering, Product Management, and Consulting Services
• Excellent communication, written and presentation skills
• Willingness to provide context on issues and communicate appropriate urgency when collaborating cross-functionally
• Willingness and ability to travel (occasionally at short notice), provide after hours and weekend on-call support as needed to support maintenance activities
• Experience with CSM tools, i.e. Salesforce, Outreach, Google Workspace.
• Bachelor’s Degree or equivalent experience 
• Travel and meet customers on-site as needed.

Nice to Haves:

• Familiarity with test automation technologies such as Selenium and Appium, web and mobile SDKs, network proxy solutions a plus. 
• Experience with Consultative Selling.
• Understanding of the SDLC,  software development processes (Agile, CI/CD) and tools
• Experience working with Global 2000 customers

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 employee 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.

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:

As a Senior Account Executive (Growth), you are the architect of growth within Sauce Labs’ most valued customer partnerships. This is a strategic sales position focused on Net Retention and Expansion through effective upsell / cross sell motions. You will lead the charge in identifying white space within existing enterprise logos, navigating complex organizational charts to find new buying centers, and ensuring our platform remains mission-critical. You are the "CEO of the Account," orchestrating a multi-disciplinary team of CSMs, Solutions Engineers, and Executives to maximize the lifetime value (LTV) of your book of business.

Responsibilities:

• Value Realization & Evidence:  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.
• Strategic Account Mapping:  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."
• The "Strategic Re-Sale":  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.
• White-Space Expansion:  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 
• Executive Business Reviews (EBRs):  Lead high-impact EBRs that serve as strategic alignment sessions, moving the relationship from a technical vendor to a trusted business advisor.
• Cross-Functional Synergy:  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.

Required Skills:

• 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.

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.

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.