Enterprise Account Executive

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!

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