About Us:
Sauce Labs is the leading provider of continuous test and error reporting solutions that give companies the confidence to develop, deliver and update high quality software at speed. The Sauce Labs Continuous Testing Cloud identifies quality signals in development and production, accelerating the ability to release and update web and mobile applications that look, function and perform exactly as they should on every browser, operating system and device, every single time. Sauce Labs is a privately held company funded by TPG and Riverwood Capital.
The Role:
The Senior Director, Sales at Sauce Labs reports to the Chief Revenue Officer and is a key strategic leadership role responsible for driving revenue growth, developing sales strategies, and leading a high-performing sales team. This role requires a visionary sales leader with a deep understanding of market dynamics, customer needs, and competitive positioning. The Senior Director, Sales, will collaborate cross-functionally to align sales strategies with business goals, develop new market opportunities, and foster a results-oriented culture of excellence and innovation.
Responsibilities:
Sales Strategy and Leadership
- Develop and execute comprehensive sales strategies to drive revenue growth and expand market share.
- Identify new market opportunities, customer segments, and untapped revenue streams.
- Set sales targets, forecasts, and performance goals aligned with company objectives.
- Lead, mentor, and develop a high-performing sales team to exceed targets and KPIs.
- Monitor and analyze market trends, competitor activities, and customer behavior to refine sales tactics.
Revenue Growth and Forecasting
- Achieve or exceed revenue targets by driving consistent sales performance across all channels.
- Develop accurate sales forecasting models, including pipeline management and reporting metrics.
- Oversee pricing strategies, contract negotiations, and key account management.
- Identify areas for operational improvement and implement data-driven strategies to maximize sales efficiency.
Team Development and Management
- Recruit, train, and retain top sales talent, building a results-driven team.
- Provide coaching, feedback, and professional development opportunities to foster leadership within the sales organization.
- Foster a collaborative and inclusive team environment, promoting open communication and knowledge sharing.
- Conduct regular performance reviews, set clear individual and team goals, and ensure accountability.
Client Relationship Management
- Build and maintain strong relationships with key clients, acting as the face of the company in high-stakes negotiations.
- Identify and develop strategic partnerships and alliances that enhance business development efforts.
- Ensure client satisfaction by working closely with cross-functional teams (e.g., Marketing, Product, Customer Success) to address customer needs and feedback.
Cross-functional Collaboration
- Collaborate with the Marketing team to align on lead generation, product positioning, and go-to-market strategies.
- Work with Product and Engineering teams to ensure that customer feedback influences product development and innovation.
- Partner with Finance and Operations to ensure alignment on budgeting, resource allocation, and financial performance.
Reporting and Analytics
- Provide regular reports and updates to senior management on sales performance, market trends, and competitive analysis.
- Leverage CRM and sales analytics tools to monitor performance, optimize sales processes, and track KPIs.
- Analyze data to identify opportunities for business growth and areas requiring attention.
Required Skills:
- Proficient in developing and managing C-Suite relationships
- Bachelor’s degree in Business, Marketing, or a related field is a plus (MBA or advanced degree preferred).
- 7+ years of experience in sales leadership, with at least 5 years in a senior management role.
- Experience working for a technology vendor selling SaaS Enterprise solutions
- Proven track record of driving significant revenue growth in a high-growth or transformative environment.
- Extensive experience in selling complex, highly technical software platforms, driving "land and expand" strategies, and cultivating deep, long-term client relationships within Enterprise accounts.
- Strong knowledge of the industry, market trends, and competitive landscape.
- Strong leadership and people management skills with the ability to inspire and lead a large, diverse sales team.
- Ability to develop long-term sales strategies and implement them successfully.
- Excellent communication and presentation skills, both verbal and written, with the ability to influence C-level stakeholders.
- Strong analytical and problem-solving skills; able to analyze data to inform decision-making.
- Exceptional negotiation and deal-closing skills, with experience in complex contract negotiations.
- Familiarity with CRM platforms (e.g., Salesforce)
- Proficient using a disciplined sales process (MEDDPICC and Value Based Selling)data-driven sales methodologies.
- The ability to travel at least 25% of the time, to be on-site and/or in-region with your customers as required.
We are a hybrid workplace that recognizes the importance of flexibility while valuing in-person collaboration and relationship building. As a result, Saucers located near an office location must be able and willing to come into the office. Those hired remotely must be able and willing to travel to an office as required by the specific role.
Please note our privacy terms when applying for a job at Sauce Labs.
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.
