Summary
The job is for a Commercial Account Executive at mabl, a low-code test automation solution provider. The role involves prospecting, selling, and closing deals, as well as educating customers about the product. The candidate should have direct selling experience with complex SaaS products, knowledge of technical audiences, and a proven track record of exceeding sales quotas.
Requirements
- Minimum 2-5+ years of direct selling experience with a fairly complex SaaS product selling to EB’s/Decision Makers, technical buyers, including QA engineers, developers or IT operations
- Demonstrated ability in creating and closing transactions 25k+
- 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, whatsapp,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 Economic Buyers who could be CFO/ CEO/ President
- Skill to establish technical wins and validation with technical buyers, including QA engineers, developers or IT operations
- Experience selling to IT/ Executive Leadership in various sizes and types of companies
- Examples of being extremely coachable with a mindset and desire to learn, grow, and expand Sales career
- High technical acumen to understand and articulate the value of the product is required, ideally in SaaS, cloud computing or enterprise IT
- Experience in with 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
Responsibilities
- Source prospects, develop opportunities and sell mabl's Test Automation Platform to new accounts through outbound call and email campaigns
- Consistently achieve individual & team monthly, quarterly, and annual sales quotas
- Develop skills necessary for successful lead generation and demo completion
- Educate customers on the product through conversations, demos, and presentations
- Uncover business needs, technical requirements, and the buyers purchasing process
- Proactively promote mabl and stay on top of mabl’s core functionality, product offerings, competitors and overall market knowledge
- Document activities accurately in Salesforce
- Possibility of travel to trade shows and key accounts to develop new business
Benefits
- We embrace hybrid and remote work across the US and around the world!
- We bring everyone together annually to foster lasting personal relationships and encourage mablers to visit our Boston office whenever possible
- Our Diversity, Equity, and Inclusion committee has grown from a team of six to over 30 mablers, who drive budgeted initiatives across all facets of the company
- We're proud to have won 11 awards since 2021 recognizing our product, culture, and extreme focus on customer satisfaction
- 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 !
