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Sauce Labs

VP, Sales

Sauce Labs

. Own bookings, quota attainment, and net revenue retention for the named enterprise segment .

Posted 11/2/2026full-timeRemote • United StatesLead💰 $240,000 - $260,000 per yearWebsite

Core Competencies

Role fit
Core Competencies

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Demonstrates extensive experience in Enterprise SaaS sales leadership, with a proven ability to drive revenue growth and build high-performing sales teams. Proficient in leveraging AI-driven solutions and structured sales methodologies to achieve significant business outcomes.

Highest-signal resume keywords
Enterprise SaaS Sales ExperienceSales LeadershipMEDDPICC FrameworkAI-Driven Software SolutionsRevenue Forecasting

ATS Keywords

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Applicant Tracking System Keywords

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

Hard Skills
Enterprise SalesSales Strategy DevelopmentContract NegotiationPipeline ManagementRevenue RetentionAccount DevelopmentBusiness PlanningSales MethodologiesTechnical DifferentiationData-Driven Decision Making
Soft Skills
Exceptional CommunicationStorytellingExecutive PresenceRelationship BuildingInfluence Across Matrixed Organizations
Tools & Technologies
SalesforceCRM InspectionRevenue MetricsBusiness Intelligence Tools
Industry Keywords
Developer ToolsCloud InfrastructureDevOpsSoftware EngineeringAIMachine LearningGlobal 2000 AccountsFortune 500 Accounts

Tech Stack

Tools & technologies
Cloud

About the role

Key responsibilities & impact
  • Own bookings, quota attainment, and net revenue retention for the named enterprise segment
  • Build the segment’s annual plan, coverage model, and growth plan for new logo acquisition and expansion within current accounts
  • Translate the company’s go-to-market strategy into the enterprise segment plan
  • Lead account segmentation, prioritization, and the sales motion for AI-driven quality and release assurance
  • Evangelize Sauce Labs’ AI-powered quality and autonomous testing narrative
  • Articulate business impact, ROI, and technical differentiation to C-level executives
  • Serve as executive sponsor on marquee opportunities and strategic customers
  • Lead multi-million dollar contract negotiations and navigate enterprise procurement, legal, and security processes
  • Build and maintain senior relationships with customer executives
  • Recruit, develop, and retain sales leaders and elite enterprise sellers
  • Foster a high-accountability culture using modern sales methodologies such as MEDDPICC
  • Institutionalize pipeline inspection, deal reviews, and coaching practices
  • Partner cross-functionally to design multi-year account development plans driving adoption, cross-sell, and revenue retention
  • Deliver predictable forecasting and transparent reporting to the CRO and executive leadership
  • Manage segment headcount, budget, and resource planning
  • Bring field insight into AI capabilities, buyer personas, and competitive positioning
  • Provide input on pricing, packaging, and the product roadmap

Requirements

What you’ll need
  • 12+ years of Enterprise SaaS sales experience
  • 7+ years of direct sales leadership experience
  • Experience leading sales leaders and managing large, complex enterprise sales organizations
  • Consistent history of delivering against significant enterprise revenue targets and building scalable, high-performing sales teams
  • Proven track record in Developer Tools, Cloud Infrastructure, DevOps, or Software Engineering/Application Lifecycle
  • Demonstrated success leading organizations that position and close AI, ML, or data-driven software solutions
  • Ability to translate technical AI capabilities into clear business outcomes
  • Deep proficiency in structured enterprise sales frameworks such as MEDDPICC, Value-Based Selling, and Command of the Message
  • Proven ability to penetrate, navigate, and scale revenue across Matrixed Global 2000 / Fortune 500 accounts with extended buying cycles
  • Exceptional communication, storytelling, and executive presence
  • History of building trusted relationships with senior executive stakeholders such as CIO, CTO, and Chief Digital Officer
  • High analytical fluency in CRM inspection (Salesforce), pipeline metrics, revenue forecasting, and business planning
  • Ability to lead through influence across a matrixed organization
  • Ability to partner effectively with Product, Marketing, Customer Success, and Finance
  • Willingness and ability to travel at least 25–35% for strategic client meetings, executive briefings, and team offsites

Benefits

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