Account Executive

Qase; Delaware; Remote; USD 90,000 - 150,000; Full time

Job summary

Qase is seeking an Account Executive to own outbound revenue, build a strong pipeline, and close high-velocity SaaS deals. You’ll prospect aggressively, conduct discovery calls, and deliver compelling product demos for Mid-Market and Enterprise customers.

You'll align part of your schedule to EST hours (7:00–16:00) and collaborate with Solutions Engineering, Product, and Customer Success to ensure a cohesive customer experience.

Qualifications

• 3+ years of closing experience in B2B SaaS sales.
• Fluent in English.
• Experience selling to engineering, QA, DevOps, or technical teams is a plus.
• High-volume cold calling (50+ dials per day) and building pipeline from scratch.
• Familiarity with test management, QA tools, CI/CD, or DevOps ecosystems is beneficial.

Responsibilities

• Meet or exceed monthly and quarterly revenue targets and quotas.
• Build, manage, and grow a healthy sales pipeline across SMB, Mid-Market, and Enterprise segments.
• Identify, qualify, and pursue new business opportunities with an outbound-first approach.
• Conduct discovery calls to understand client pain points and buying processes.
• Deliver tailored product presentations and demos that articulate value.
• Prepare and present proposals, business cases, and pricing packages.
• Navigate multi-stakeholder negotiations and close deals efficiently.
• Maintain detailed CRM data and accurate forecasts.

Skills

Outbound prospecting

Cold calling

Discovery

Negotiation

Sales storytelling

MEDDIC

SPIN

Challenger

CRM hygiene

English fluency

Pipeline management

Tools

HubSpot

Salesforce

Outreach

Apollo

SalesLoft

LinkedIn Sales Navigator

Job description

About Us

At Qase, we're building a modern, efficient test-management platform that helps engineering and QA teams move faster, collaborate better, and deliver higher-quality software. As we expand our go-to-market engine, we're looking for an Account Executive who can own revenue, build strong customer relationships, and turn opportunities into long-term partnerships.

This role is central to Qase's growth. You'll be building your own pipeline through high-volume outbound, closing deals, shaping the customer experience, and influencing how our product evolves. Outbound is the engine of this role: we expect you on the phones every day, making at least 50 calls. Like any fast-moving startup, our priorities shift as we scale. Adaptability, ownership, and strategic thinking are essential to succeed here.

We're seeking someone who can align at least part of their schedule with early Eastern Standard Time (EST) working hours (7:00–16:00).

What You'll Do

Outbound Prospecting (Your #1 Priority):

• Make a minimum of 50 outbound calls per day to prospects across Mid-Market and Enterprise accounts
• Self-source the majority of your pipeline through cold calling, supported by targeted email and LinkedIn outreach
• Research target accounts and personas (engineering, QA, and DevOps leaders) so every conversation is relevant and well-prepared
• Run multi-touch outbound sequences and follow up persistently until you get a clear yes or no
• Turn cold conversations into booked discovery calls and qualified opportunities
• Track and own your daily activity metrics (dials, connects, conversations, and meetings booked) and use the data to improve your conversion rates
• Protect dedicated call blocks in your calendar and treat them as non-negotiable

Sales Responsibilities:

• Meet or exceed monthly and quarterly revenue targets and quotas
• Build, manage, and grow a healthy sales pipeline across SMB, Mid-Market, and Enterprise segments
• Identify, qualify, and pursue new business opportunities with an outbound-first approach, complemented by inbound and partner channels
• Conduct discovery calls to understand client pain points, objectives, technical environment, and buying processes
• Deliver tailored product presentations and demos that articulate value clearly and persuasively
• Prepare and present proposals, business cases, and pricing packages
• Navigate complex negotiations and close deals efficiently
• Partner with Solutions Engineering and Product teams to deliver accurate technical information when needed
• Maintain detailed and accurate sales forecasts, reports, and CRM hygiene

Client Relationship Responsibilities:

• Build and maintain strong, trust-based relationships with both new and existing clients
• Understand customer needs in depth and propose solutions that meaningfully solve their problems
• Ensure customer satisfaction, retention, and long-term account value
• Identify expansion paths: cross-sell, upsell, additional seats, and feature adoption
• Act as a strategic point of contact for your accounts

Market & Strategy Responsibilities:

• Monitor industry trends, competitor activity, and emerging market opportunities
• Share insights with marketing, product, and leadership to influence roadmaps and GTM strategy
• Participate in continuous refinement of messaging, positioning, and sales plays

Collaboration & Teamwork:

• Work closely with Marketing on lead quality, messaging performance, and campaign outcomes
• Partner with Solutions Engineering, Product, and Customer Success to deliver a cohesive customer experience
• Participate in team meetings, pipeline reviews, and strategy sessions
• Share knowledge, learnings, and best practices with the sales team

What You'll Bring

Sales Expertise:

• Proven ability to consistently hit sales targets
• Confident, energetic cold caller who can open conversations and earn a meeting in the first 30 seconds
• Skilled in discovery, solution-selling, objection-handling, and closing
• Strong command of sales methodologies (MEDDIC, SPIN, Challenger, or similar)
• Ability to craft compelling narratives and business cases
• Experience navigating multi-stakeholder deals and technical buying committees

Communication Skills:

• Clear, persuasive communicator with strong presentation ability
• Confident handling technical and non-technical audiences
• Sharp written communication for proposals, follow-ups, and commercial docs

Pipeline & Process Skills:

• Strong CRM discipline and ability to manage pipeline with accuracy
• Comfort running parallel deal cycles
• Structured thinking with attention to detail

Problem-Solving:

• Ability to identify obstacles and move deals forward despite friction
• Comfortable dissecting customer needs and translating them into value propositions
• Strategic mindset with practical execution

Experience

• 3+ years of closing experience in B2B SaaS sales
• Experience selling to engineering, QA, DevOps, or technical teams is a plus
• Strong track record of exceeding quota in a high-velocity or hybrid sales environment
• Proven experience with high-volume cold calling (50+ dials per day) and building pipeline from scratch
• Familiarity with test management, QA tools, CI/CD, or DevOps ecosystems is beneficial
• Fluent in English

Tools You'll Use

• CRM platforms like HubSpot or Salesforce
• Sales engagement platforms and dialers (Outreach, Apollo, SalesLoft)
• LinkedIn Sales Navigator
• Proposal tools and contract automation systems
• Internal collaboration tools like Slack, Notion, and JIRA

Soft Skills We Value

• Ownership: you take responsibility for outcomes, not excuses
• Adaptability: you thrive in environments where playbooks evolve weekly
• Strategic thinking: you balance short-term wins with long-term account value
• Resilience: you pick up the phone for call #50 with the same energy as call #1, and rejection doesn't slow you down
• Hunger: you're self-motivated, competitive, and energized by building your own pipeline
• Empathy: you understand client pressures and build trust through it

Key Deliverables

• Achieve and exceed quarterly revenue targets
• Consistently hit 50+ outbound calls per day and meet weekly meeting-booked targets
• Maintain consistent, high-quality pipeline coverage, primarily self-sourced through outbound
• Deliver compelling, high-impact sales presentations
• Close deals with precision and maintain strong relationships post-sale
• Provide actionable insights that strengthen Qase's GTM and product strategy
• Ensure clean, accurate CRM data and forecasting