Sauce Labs is the world’s largest full-lifecycle, test automation platform, and the company behind Selenium. Trusted by 80% of the world’s top ten largest financial institutions such as Walmart, Bank of America, and Indeed. Sauce Labs provides the only AI platform capable of turning business intent into autonomous testing and quality assurance. With a proprietary dataset of 8.7 billion 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 saucelabs.com.
The Role:The Sales Development Representative (SDR) is responsible for proactively driving demand and net-new pipeline for Sauce Labs’ market-leading AI Continuous Testing solutions. Partnering closely with our Account Executive teams, you will own the top of the funnel- strategically identifying, researching, and hunting prospective customers to uncover and qualify sales-ready opportunities. This is a pure outbound role designed for a high-energy hunter. Given our current growth and the acceleration we’re seeing in our business, top performance in this role can lead to upward mobility within our GTM organization quickly.
Our Sales Development team is composed of self-motivated, resilient individuals who thrive in a fast-paced environment. Confident cold calling, personalized email sequences, and creative social selling, combined with the ability to quickly assess complex customer needs, will be critical to your success.
Responsibilities:- Drive Outbound Pipeline: Source and generate high-quality business opportunities through proactive multi-channel outreach (cold calling, personalized emailing, and LinkedIn networking).
- Strategic Territory Account Mapping: Research targeted Enterprise and Mid-Market accounts to identify key stakeholders, map out organizational structures, and uncover pain points.
- Executive Level Engagement: Conduct value-based, authoritative conversations with Senior Executives and technical leaders (VPs of Engineering, QA Directors, DevOps Heads) at prospect accounts.
- Own the Hand-off: Schedule Mutual Discovery calls for Account Executives, with a relentless focus on driving a higher conversion rate from "meeting booked" to "accepted pipeline."
- Evangelize Sauce Labs: Articulate the value of Continuous Testing, DevOps optimization, and digital quality to prospects who may not actively be looking for a solution.
- Data Discipline: Maintain flawless data hygiene by accurately tracking all prospecting activities, account insights, and interaction history within Salesforce.com and our sales engagement tools.
- Quota Achievement: Consistently meet or exceed monthly quotas for qualified opportunities generated through outbound efforts.
- Outbound Experience: 6–12 months of dedicated prospecting experience required, with a proven track record in heavy cold calling and outbound sequence creation.
- Hunter Mentality: A highly motivated, self-starting individual with a resilient mindset who views "no" as just a step toward a "yes."
- Exceptional Communication: Elite written and verbal communication skills, with the ability to command attention over the phone and draft highly tailored, compelling emails.
- Technical Aptitude: Ability to quickly learn the DevOps/Software Testing landscape and translate technical capabilities into clear business value for prospects.
- Process-Driven: Outstanding time management and organizational skills to manage high-volume daily outreach without sacrificing personalization.
- Tech Stack Savvy: Experience with Salesforce.com is required; experience with sales engagement tools (e.g., Outreach, Salesloft, ZoomInfo) is highly preferred.
- Education: Bachelor’s degree a plus, but not essential.
We are a hybrid workplace that recognizes the importance of flexibility while valuing in-person collaboration and relationship building. As a result, Saucers located near an office are expected to work from the office Tuesday through Thursday, with the flexibility to work remotely on Mondays and Fridays.
Sauce Labs is proud to be an Equal Opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender identity/expression/status, sexual orientation, age, marital status, veteran status or disability status.
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Security responsibilities at Sauce
At Sauce, we will commit to supporting the health and safety of employees and properties, partnering with internal stakeholders to learn and act on ever-evolving security protocols and procedures. You’ll be expected to fully comply with all policies and procedures related to security at the department and org wide level and exercise a ‘security first’ approach to how we design, build & run our products and services.
