VP, Sales

Sauce Labs Inc.

2d•$240,000 - $260,000•Hybrid

About The Position

The Vice President, Sales – Enterprise Named Accounts owns revenue, go-to-market execution, and leadership for Sauce Labs’ Named / Strategic Enterprise Accounts business. The role leads and scales a high-performing organization of sales leaders and Senior Account Executives focused on the company’s largest and highest-potential enterprise customers, positioning Sauce Labs’ AI-driven software quality and release platform to senior engineering and technology executives. Reporting to the Chief Revenue Officer, the VP adapts the company’s go-to-market strategy for strategic accounts, builds a scalable operating model, and aligns with Solutions Engineering, Product, Marketing, Customer Success, Finance, and other teams. The position is accountable for hiring and developing the organization, expanding strategic account footprints, and delivering precise revenue forecasts. The role calls for a hands-on, curious leader who can operate in a fast-expanding market while identifying broader patterns and opportunities. It can be performed remotely or in a hybrid arrangement.

Requirements

12+ years of Enterprise SaaS sales experience, including 7+ years of direct sales leadership, with 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 one or more of the Developer Tools, Cloud Infrastructure, DevOps, or Software Engineering/Application Lifecycle spaces.
Demonstrated success leading organizations that position and close cutting-edge AI, ML, or data-driven software solutions, and 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, with the ability to embed them across an organization.
Proven ability to penetrate, navigate, and grow revenue across matrixed Global 2000 / Fortune 500 accounts with extended buying cycles.
Exceptional communication, storytelling, and executive presence, with a history of building trusted relationships with senior executives such as CIOs, CTOs, and Chief Digital Officers.
High analytical fluency in CRM inspection (Salesforce), pipeline metrics, revenue forecasting, and business planning, including headcount and budget.
Ability to lead through influence in a matrixed organization and partner effectively with Product, Marketing, Customer Success, and Finance peers.
Willingness and ability to travel at least 25–35% for strategic client meetings, executive briefings, and team offsites.

Nice To Haves

Direct experience selling into Software Engineering, Platform Engineering, or DevOps leadership teams.
Prior experience leading a sales organization through a major strategic platform transition or AI product launch.
Experience building or scaling a named or strategic accounts program from the ground up.

Responsibilities

Own bookings, quota attainment, and net revenue retention for the named enterprise segment; develop its annual plan, coverage model, and growth plans for new-logo acquisition and expansion in current accounts.
Translate the company go-to-market strategy into an enterprise-segment plan, including account segmentation, prioritization, and the sales motion for AI-driven quality and release assurance; provide segment input to the CRO and peer leaders.
Champion Sauce Labs’ AI-powered quality and autonomous testing narrative, setting the standard for communicating business impact, ROI, and technical differentiation to C-level executives.
Act as executive sponsor for marquee opportunities and strategic customers, lead multi-million-dollar negotiations, navigate enterprise procurement, legal, and security processes, and build senior customer relationships.
Recruit, develop, and retain sales leaders and enterprise sellers; foster accountability and embed sales methodologies, pipeline inspection, deal reviews, and coaching practices.
Work with Customer Success, Solutions Architecture, Professional Services, Marketing, and Sales Operations on multi-year account development plans that support adoption, cross-sell, and gross and net revenue retention.
Provide consistent forecasting and transparent reporting on pipeline, sales velocity, and account milestones to the CRO and executive leadership; manage segment headcount, budget, and resource planning.
Partner with Product Management and Product Marketing to share field insights on AI capabilities, buyer personas, and competitive positioning, and provide input on pricing, packaging, and the product roadmap.
Travel at least 25–35% for strategic client meetings, executive briefings, and team offsites.