Enterprise Account Executive (West Coast)

About the role

Enterprise Account Executive (West Coast) mabl is on a mission to empower software teams with an AI-powered low-code test automation platform that streamlines testing across web, mobile, API, accessibility, and performance. We enable everyone from global enterprises to fast-growing startups to integrate application testing into their development pipelines, accelerating their testing and boosting release cycles, regardless of technical experience. In 2024, mabl was awarded its 5th AI Breakthrough Award, cementing its position as the #1 AI-powered testing platform in the world. While we continue to grow with the pace of technology, we also believe strongly in the value of culture (our most recent internal survey shows that 92% of our employees feel supported by the flexibility of their work, and 97% believe their manager genuinely cares about their wellbeing.) To continue delivering on our mission of transforming the testing space, we’re looking for people to join our team of leaders, experts, innovators, and community builders. Our core values are: drive, authenticity, support, and insight; these are the foundation of our culture and a key part of what it means to be a mabler. We practice transparency, embrace collaboration, and lead with empathy while encouraging each other to bring our most authentic selves to work. Why We Need You: As mabl focuses on scaling its go-to-market strategy, we are looking for highly motivated Enterprise Field Account Executives to expand our presence in the Fortune 1,000 space. This is a rare opportunity to work closely with the founding team, and to influence the sales process, culture, and ultimately the DNA of the GoToMarket org. Our ideal candidate is an energetic self-starter with a consultative sales approach, who is proactive in increasing sales revenue. Candidates must be results-driven and be committed to creating new business opportunities within our existing customer base. We know there’s no such thing as a “perfect" candidate - We encourage you to apply even if you don’t meet 100% of the requirements. We believe in fostering an environment where there is a diversity of perspectives, in hopes that we can all thrive. What You'll Do: - Source prospects, develop opportunities and sell mabl's Test Automation Platform to new Enterprise Accounts and expand business within key strategic accounts - Be able to work independently and run a specific territory as well as collaborate with other mablers across product, sales engineering, and customer success in building a successful territory - Own the end-to-end sales cycle and including prospecting, demo's, POCs, procurement, close - Consistently achieve individual & team quarterly and annual sales quotas - Educate customers on the product through conversations, demos, and presentations - Uncover desired positive business outcomes, business needs, technical requirements, and the buyers purchasing process - In the fast-evolving SaaS space, being able to continually provide updates on mabl’s core functionality, product offerings, competitors and overall market knowledge - Proven track record of working directly with the executive level/C-Suite of key named/strategic accounts during complex enterprise sales cycles - Document activities accurately in Salesforce About You: - Minimum 5+ years of direct Enterprise Account/Strategic Account selling experience with a fairly complex SaaS product - Demonstrated ability in creating and closing enterprise transactions 100k+ - Knowledge of technical audience in CI/CD, Testing, or Development markets, i.e. technical buyers, including QA engineers, developers or IT operations - Demonstrated ability to scope and qualify POCs - Experience in creating multi touch campaigns and sequences, using email, phone, LinkedIn, text, whatspp,etc. - Specific experience in the last 2 years of direct prospecting to create opportunities, and experience closing those AE created opportunities - Ability to collect data inputs for ROI model and ability to deliver and discuss ROI results with prospects - Business presence and acumen to communicate and establish credibility with executive audiences, ie CIO, CTO, CFO - Experience selling to IT/ Executive Leadership in the Fortune 500-2,000 companies - High technical acumen to understand and articulate the value of the product - Experience in Identifying, Building, and Testing Champions and Coaches; MEDDIC/MEDDPIC also applicable - Proven track record of exceeding monthly, quarterly and yearly pipeline & sales quotas - Ability to unlearn and relearn market and environment details and ability to learn and execute a new sales process, with specific stages and exit criteria $130,000 - $150,000 a year Plus commission and stock options Working at mabl - We embrace hybrid and remote work across the US and around the world! - We have 80+ mablers spread across the world in 4 countries, 3 continents, and about 18 states. - Teams get together annually to foster lasting personal relationships and we encourage mablers to visit our Boston office when possible. - Our Diversity, Equity, and Inclusion committee drives budgeted initiatives across all facets of the company, including recruiting, onboarding, education, and celebrations. - We’ve won a number of awards for our work and culture, including being named to BuiltIn’s Best Places to Work in Boston five times, Boston Globe’s Top Places to Work for DEI, and Business Intelligence’s Excellence in Customer Service Award. - We invest significantly in benefits and perks, including generous parental leave, rich health benefits, and employee wellness and collaboration perks. - We value our employees and show our appreciation through rewards and recognition programs, such as our mabl Kudos program and annual Founders Award! About Us mabl is the enterprise SaaS leader of AI-driven, low-code test automation that empowers high-velocity software teams to embed...

Key responsibilities

• check_circleCollaborate with the team on day-to-day project tasks
• check_circleLearn tools and processes used by the organization
• check_circleDocument work and participate in team meetings
• check_circleSupport quality checks and continuous improvement

Requirements

• check_circleSource prospects, develop opportunities and sell mabl's Test Automation Platform to new Enterprise Accounts and expand business within key strategic accounts
• check_circleBe able to work independently and run a specific territory as well as collaborate with other mablers across product, sales engineering, and customer success in building a successful territory
• check_circleOwn the end-to-end sales cycle and including prospecting, demo's, POCs, procurement, close
• check_circleConsistently achieve individual & team quarterly and annual sales quotas
• check_circleEducate customers on the product through conversations, demos, and presentations
• check_circleUncover desired positive business outcomes, business needs, technical requirements, and the buyers purchasing process
• check_circleIn the fast-evolving SaaS space, being able to continually provide updates on mabl’s core functionality, product offerings, competitors and overall market knowledge
• check_circleProven track record of working directly with the executive level/C-Suite of key named/strategic accounts during complex enterprise sales cycles
• check_circleDocument activities accurately in Salesforce
• check_circleMinimum 5+ years of direct Enterprise Account/Strategic Account selling experience with a fairly complex SaaS product
• check_circleDemonstrated ability in creating and closing enterprise transactions 100k+
• check_circleKnowledge of technical audience in CI/CD, Testing, or Development markets, i.e. technical buyers, including QA engineers, developers or IT operations

Skills & keywords

Benefits & perks

• check_circleMentorship
• check_circleCertificate of completion
• check_circleFlexible work arrangement where applicable