Senior Director, Growth

Sauce Labs Inc.; San Francisco (CA); Hybrid; USD 230,000 - 270,000; Full time

Benefits offered by this job

Health coverage (medical, dental, and

Job summary

Sauce Labs in San Francisco is seeking a Senior Director, Growth to lead the AI-first revenue strategy, macro planning, and cross-functional alignment of an end-to-end pipeline engine.

You will expand the outbound and inbound SDR function, drive predictive pipeline models, and empower marketing to scale their teams.

This role emphasizes high-level channel architecture, budget optimization, executive alignment, and scalable revenue operations to maximize global pipeline output.

Qualifications

• 10+ years of progressive experience in B2B SaaS demand generation.
• Proven ability to build and scale a $20M+ pipeline engine and hit revenue targets.
• Exceptional cross-functional leadership skills with experience managing marketing and sales teams.
• Deep mastery of marketing/sales tech, attribution models, and data-driven forecasting.
• Excellent executive presentation skills for C-level stakeholders.

Responsibilities

• Align on global pipeline target setting and forecasting models across inbound and outbound channels.
• Champion an agentic AI revenue stack with predictive tools and data frameworks.
• Partner with executive leadership on intent detection, lead handoff, SLA, account scoring, and forecasts.
• Set top-level metrics for funnel performance and guide portfolio optimization.
• Oversee inbound/outbound SDR organization and playbooks for qualification frameworks.

Skills

Demand generation

Leadership

Analytics

Executive comms

B2B SaaS

Job description

This is a hybrid role based out of our San Francisco, Corporate Headquarter office, 3 days in the office, 2 days remote OR one of our Hub locations, Boston, MA or Raleigh, NC, which means you may be expected to work from a designated co-working space from time to time, and will otherwise work remotely from home, until such time as a dedicated office is established.

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 .

The Senior Director, Growth is an AI-first revenue leader responsible for setting the macro strategy, revenue architecture, and cross-functional alignment of an intelligent, end-to-end pipeline engine. Reporting to executive leadership, this role bridges marketing and sales executive strategy—focusing on expanding our outbound/inbound SDR function, driving predictive pipeline models, and enabling functional marketing leads to scale their teams.

Rather than managing day-to-day tactical execution, you will focus on high-level channel architecture, budget optimization, sales leadership alignment, and scaling our revenue operations to maximize global pipeline output.

Responsibilities

• Align on global pipeline target setting, forecasting models, and macro growth strategy across inbound and outbound channels.
• Champion an agentic AI revenue stack, equipping functional leaders and teams with predictive tools, data frameworks, and automation.
• Partner directly with executive leadership to align intent detection, lead handoff, SLA compliance, account scoring, and revenue forecasts.
• Set top-level performance metrics across the entire funnel (MQL, SAL, SQL, CAC, and LTV) and guide functional leads on portfolio optimization.

Demand Generation & Growth Strategy

• Align investment strategy and capital allocation for integrated growth initiatives, including ABM, paid media, field programs, and content syndication.
• Serve as an executive sponsor and mentor to functional Marketing leaders, empowering them to scale their teams, execute campaigns, and drive tactical programs.
• Oversee enterprise martech stack investments (Salesforce, HubSpot/Marketo, Demandbase, Gong, Outreach) to ensure clean data architecture, attribution modeling, and operational alignment.
• Directly build, scale, and lead the inbound and outbound Sales Development (SDR) organization.
• Establish and refine high-converting SDR playbooks, qualification frameworks (MEDDPICC, BANT), and outbound messaging strategies.
• Set SDR activity targets, quota benchmarks, and career progression pathways in tight coordination with Sales Leadership.
• Drive enterprise outbound strategies to penetrate target accounts and optimize inbound response velocity.

Required Skills

• Experience: 10+ years of progressive experience in B2B SaaS demand generation, with at least 3–5 years leading integrated demand gen and SDR/BDR teams.
• Track Record: Proven ability to build and scale a $20M+ pipeline engine and consistently hit revenue targets.
• Leadership: Exceptional cross-functional leadership skills with experience managing both creative marketers and fast-paced sales teams.
• Analytical Mindset: Deep mastery of marketing/sales technology, revenue attribution models, and data-driven pipeline forecasting.
• Communication: Excellent executive presentation skills with the ability to articulate marketing impact to C-level stakeholders.

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.

We are excited to share the base salary for this position exclusive of fringe benefits, potential bonuses or stock-based compensation. Your base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience, along with its relationship to the base salaries of current team members at Sauce Labs that are similarly situated.

Benefits and Perks

• health coverage (medical, dental, and vision) along with disability and life insurance.
• parental leave benefits
• flexible time off
• professional development
• 401(k) retirement plan with match

To see more about benefits and perks at Sauce Labs, please check out our careers page at saucelabs.com/company/careers.

US Compensation Range

$230,000 - $270,000 USD