Account Executive - Remote Eligible

Job Title

This exciting, hunter-focused, individual contributor role involves creating new accounts and diving deeper into existing ones. You will develop strong relationships within your customer community with key stakeholders and the decision-makers in the C-suite. You'll use your skills to drive excellent customer outcomes through Test Automation.

By joining us, you'll play a big part in creating the future. You'll significantly impact the team and the company, and your success will help shape the company's success as we continue to drive our growth across our key markets.

Day-to-Day Responsibilities & Accountabilities

• Driving the full sales process within your territory from pipeline creation and pitching the solution in the customer context to negotiating pricing and closing deals
• Territory/ Vertical account identification and research to formalise a go-to-market strategy and create brand name qualified targets within the Ideal Customer Profile (ICP)*
• Manage the end-to-end sales process using appropriate resources such as sales engineers, professional services, executives, partners, etc.
• Be the expert on offerings as they relate to the customer's needs and engage other resources to assist the customer in achieving their goals.
• Acting as a collaborative partner to internal teams, ensuring a seamless handoff post-sale and contributing feedback from the field to shape future product development
• Accurate monthly forecasting and revenue delivery

Key Skills

You'll be someone with experience running a complete end-to-end complex SaaS sales cycle for Enterprise-level customers. In addition, you'll be process-driven, possess excellent communication skills, be an adept creative problem-solver, and be skilled at solution-selling using MEDDPICC (or similar):

• Minimum of 5 years experience working in a SaaS Sales position in the Salesforce Ecosystem, preferably in the DevOps or Test Automation space and within the large enterprise market
• Experience managing a large book of business, including growing an existing customer base and demonstrated success with new logo acquisition
• Experience selling across an organisation from the C-Suite to an individual user, creating champions and building value-based business plans with customers
• A commercial hunter mindset with an ability to creatively spot and execute opportunities
• The ability to be autonomous, you'll be self-motivated and driven to succeed and grow, we know every minute in Sales counts
• The ability to quickly build rapport with new people and build these into long-lasting professional relationships
• Experience working remotely is a plus, as is being prepared to travel to customers and partners as well as attend shows