VP, Sales

Location - Remote / Hybrid 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 . Release Assurance at the Speed of AI | Meet the new Sauce Labs The Role 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 th