VP, Sales

Sauce Labs Inc.; United States; Hybrid; USD 240,000 - 260,000; Full time

Benefits offered by this job

Health coverage

401(k) match

Parental leave

Flexible time off

Professional development

Job summary

Sauce Labs Inc. seeks a VP, Sales – Enterprise Named Accounts to own revenue for our largest enterprise customers. You’ll lead a high-performing team, shape go-to-market for strategic accounts, and work closely with the CRO to forecast and scale growth.

You’ll evangelize AI-powered testing, manage multi-million-dollar deals, and align across Product, Marketing, and Customer Success to drive multi-year account development and retention.

Qualifications

• 12+ years in Enterprise SaaS sales with leadership

Responsibilities

• Own Strategic Named Account Revenue and plan the segment
• Execute Enterprise go-to-market strategy for the enterprise segment
• Champion value-based AI selling to C-level executives
• Lead executive sponsorship and complex multi-million dollar deals
• Build and lead a leadership bench of sales leaders and elite sellers
• Drive cross-functional alignment across CS, Solutions Architecture, Marketing and Finance
• Deliver forecasting rigor and manage segment headcount and budget
• Provide market insight to influence pricing, packaging and product roadmap

Skills

Enterprise SaaS sales

Sales leadership

AI/ML solutions

Sales frameworks (MEDDPICC)

Named account strategy

C-suite presence

CRM analytics

Leadership & influence

Travel readiness

SalesforceCRM

Tools

Salesforce

Job description

This role leads our Named / Strategic Enterprise Accounts segment and can be performed remotely or in a hybrid arrangement. It reports to the Chief Revenue Officer.

About Us

Sauce Labs is the world’s largest full-lifecycle, test automation platform, and the company defining the vision and leading the charge on the new AI-based automated end-to-end code verification stack, bringing together AI agents to author and execute tests, diagnose failures and self-heal. This is a critical requirement in today’s enterprises as AI-based code development becomes exponentially faster but the trust in that code drops at the same rate.

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 many billions of 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 .

As the Vice President, Sales – Enterprise Named Accounts, you will own the revenue, go-to-market execution, and leadership of our Named / Strategic Enterprise Accounts business. You will lead, scale, and inspire a high-performing organization of sales leaders and Senior Account Executives focused exclusively on our largest and highest-potential enterprise customers. Sauce Labs has evolved into an AI-first software quality and release platform; in this role, you will be at the forefront of positioning our autonomous, AI-driven solutions to the most senior engineering and technology executives in the world’s largest organizations.

Working within the Chief Revenue Officer’s go-to-market strategy, you will adapt it for strategic accounts, build the operating model that scales it, and drive alignment across Solutions Engineering, Product, Marketing, Customer Success, and Finance. You will be accountable for the hiring, development, and execution needed to expand our footprint within strategic named accounts, and for forecasting revenue with precision to the Chief Revenue Officer and executive leadership.

While we note the responsibilities and other criteria below, we want to call out that we are looking for someone with the hustle, drive and curiosity that drives the best leaders. This role is best suited for those who can both dive in and get their elbows greasy while having the ability to step back and help spot patterns in a fast expanding and evolving market.

Responsibilities

• Own Strategic Named Account Revenue: Own the bookings, quota attainment, and net revenue retention (NRR) for the named enterprise segment, building the segment’s annual plan, coverage model, and growth plan for both new logo acquisition and significant expansion within current accounts.
• Execute Enterprise Go-to-Market Strategy: Translate the company’s go-to-market strategy into the plan for the enterprise segment, including account segmentation and prioritization and the sales motion for AI-driven quality and release assurance. Provide segment input to the CRO and peer leaders as company-level planning takes shape.
• Champion Value-Based AI Selling: Evangelize Sauce Labs’ AI-powered quality and autonomous testing narrative; set the standard for how the organization articulates business impact, ROI, and technical differentiation to C-level executives (CIO, CTO, VP of Engineering).
• Executive Sponsorship & Deal Leadership: Serve as executive sponsor on marquee opportunities and at the most strategic customers, leading multi-million dollar contract negotiations and navigating complex enterprise procurement, legal, and security processes. Build and maintain senior relationships with customer executives.
• Build and Lead a Leadership Bench: Recruit, develop, and retain sales leaders and elite enterprise sellers. Foster a high-accountability culture using modern sales methodologies (e.g., MEDDPICC), and institutionalize the pipeline inspection, deal reviews, and coaching practices that keep the organization performing at scale.
• Drive Cross-Functional Alignment: Partner with Customer Success, Solutions Architecture, Professional Services, Marketing, and Sales Operations to design structured multi-year account development plans that drive long-term adoption, cross-sell, and gross/net revenue retention.
• Forecasting & Operating Rigor: Deliver consistent, predictable forecasting and transparent reporting on pipeline, sales velocity, and account milestones to the CRO and executive leadership. Manage segment headcount, budget, and resource planning.
• Voice of Customer & Market: Partner with Product Management and Product Marketing leadership to bring field insight into AI capabilities, buyer personas, and competitive positioning within the developer tools and infrastructure landscape, and provide input on pricing, packaging, and the product roadmap.

Required Qualifications

• Experience: 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.
• Track Record: Consistent history of delivering against significant enterprise revenue targets and building scalable, high-performing sales teams.
• Domain Expertise: Proven track record in one or more the Developer Tools, Cloud Infrastructure, DevOps, or Software Engineering/Application Lifecycle space.
• AI Solutions Acumen: Demonstrated success leading organizations that position and close cutting-edge AI, ML, or data-driven software solutions, with the ability to translate technical AI capabilities into clear business outcomes.
• Sales Methodology: Deep proficiency in structured enterprise sales frameworks (e.g., MEDDPICC, Value-Based Selling, Command of the Message), and the ability to embed them across an organization.
• Named Account Strategy: Proven ability to penetrate, navigate, and scale revenue across Matrixed Global 2000 / Fortune 500 accounts with extended buying cycles.
• C-Suite Presence: Exceptional communication, storytelling, and executive presence with a demonstrated history of building trusted relationships with senior executive stakeholders (CIO, CTO, Chief Digital Officer).
• Operational Excellence: High analytical fluency in CRM inspection (Salesforce), pipeline metrics, revenue forecasting, and business planning, including headcount and budget.
• Leadership & Influence: Ability to lead through influence across a matrixed organization and partner effectively with peers in Product, Marketing, Customer Success, and Finance.
• Travel: Willingness and ability to travel at least 25–35% for strategic client meetings, executive briefings, and team offsites.

Preferred / Nice-to-Have

• 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.

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 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.

Update: October 2026

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 that we offer include health coverage (medical, dental, and vision) along with disability and life insurance. In addition, Sauce Labs offers parental leave benefits, flexible time off, professional development, and a 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

$240,000 - $260,000 USD

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Sauce Labs Inc.’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

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An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.