Inside Sales Representative

Sauce Labs Inc.; Boston (MA); On-site; USD 60,000 - 90,000; Full time

Job summary

Sauce Labs Inc. is seeking an Inside Sales Representative to own and grow a portfolio of commercial and growth-stage accounts, driving new logo acquisition, expansion opportunities, retention, and long-term customer growth.

This full-cycle role requires proactive outbound prospecting, strong commercial instincts, curiosity about modern software development and AI, and the ability to manage opportunities from discovery through close with cross-functional collaboration.

Qualifications

• 1-3+ years of experience in SaaS sales or quota-carrying roles.
• Full-cycle sales experience strongly preferred.
• Strong communication, presentation, and relationship-building skills.
• Ability to manage multiple opportunities in a fast-paced environment.
• Analytical mindset to identify trends and opportunities.
• Collaborative with cross-functional teams.

Responsibilities

• Own and grow a portfolio of commercial and growth-stage accounts.
• Drive full sales cycles from discovery through close, including qualification, stakeholder alignment, negotiations.
• Prospect into existing and net-new accounts to generate pipeline and identify expansion opportunities.
• Identify upsell/cross-sell opportunities for Sauce Labs products.
• Build relationships with customers as a trusted advisor throughout the journey.
• Partner with Sales Engineering, Customer Success, Marketing, Product, and Support to drive outcomes.

Skills

SaaS sales

Full-cycle sales

Communication

Relationship-building

Pipeline management

Cross-functional collaboration

Sales methodologies (Sandler/MEDDPICC/

Salesforce

Outreach

Education

Bachelor's degree

Tools

Salesforce

Outreach

Job description

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 http://saucelabs.com .

Release Assurance at the Speed of AI | Meet the new Sauce Labs

The Role

As an Inside Sales Representative, you will own and grow a portfolio of commercial and growth-stage accounts, driving new logo acquisition, expansion opportunities, retention, and long-term customer growth.

This is a full-cycle sales role focused on developing strategic relationships, uncovering new buying opportunities, and helping companies modernize their testing and quality engineering strategies with Sauce Labs solutions.

Success in this role requires proactive outbound prospecting, strong commercial instincts, curiosity around modern software development and AI, and the ability to manage opportunities from discovery through close.

Responsibilities

• Own and grow a portfolio of commercial and growth-stage accounts across existing customers and net-new opportunities
• Drive full sales cycles from discovery through close, including qualification, stakeholder alignment, commercial discussions, forecasting, and negotiation
• Proactively prospect into existing and net-new accounts to generate pipeline and identify expansion opportunities across Engineering, QA, DevOps, and Product leadership teams
• Identify opportunities for upselling and cross-selling additional Sauce Labs products and solutions
• Build strong relationships with customers and act as a trusted advisor throughout the customer journey
• Partner cross-functionally with Sales Engineering, Customer Success, Marketing, Product, and Support teams to drive customer outcomes and account growth
• Maintain accurate pipeline management, forecasting, and account planning within Salesforce
• Develop a strong understanding of Sauce Labs products, AI-driven quality solutions, software testing workflows, and modern development environments.

Required Skills

• 1-3+ years of experience in SaaS sales, business development, account management, or other quota-carrying commercial roles
• Full-cycle sales experience strongly preferred
• Strong communication, presentation, and relationship-building skills
• Ability to manage multiple opportunities and priorities in a fast-paced environment
• Analytical mindset with the ability to identify trends, opportunities, and business challenges
• Collaborative approach with strong cross-functional partnership skills
• Experience with Sandler, MEDDPICC, Challenger, or other sales training and methodologies is strongly preferred and will help accelerate success in the role
• Experience using Salesforce, Outreach, and similar platforms
• Bachelor's degree preferred but not required

What We’re Looking For

• Self-starter who takes ownership of outcomes and proactively drives pipeline, customer engagement, and account growth
• Competitive and performance-oriented individual who thrives in a fast-paced sales environment
• Avid student of the sales craft who is genuinely interested in improving as a seller, seeks feedback, studies modern sales methodologies, and is motivated by growth, performance, and continuous development
• Coachable and open to feedback, with a commitment to continuous improvement and personal development
• Intellectually curious with an interest in technology, software development, AI, testing, or DevOps environments
• Strong work ethic, accountability, and attention to follow-through
• Comfortable operating with autonomy while collaborating closely with leadership and teammates

What You’ll Gain

• This role offers significant exposure to modern SaaS selling, strategic account growth, and enterprise sales development
• You'll receive hands‑on coaching in areas such as discovery, qualification, account strategy, forecasting, outbound prospecting, pipeline management, and executive communication
• We believe strongly in developing sales talent through ongoing coaching, real‑world deal support, collaboration, and continuous learning
• This is an environment designed for individuals who want to accelerate their growth and become highly skilled SaaS sales professionals

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