About the company
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 and over 300,000 enterprise users.
Responsibilities
- Align on global pipeline target setting, forecasting models, and macro growth strategy across inbound and outbound channels.
- Champion an agentic AI revenue stack, equipping functional leaders and teams with predictive tools, data frameworks, and automation.
- Partner directly with executive leadership to align intent detection, lead handoff, SLA compliance, account scoring, and revenue forecasts.
- Set top-level performance metrics across the entire funnel (MQL, SAL, SQL, CAC, and LTV).
- Align investment strategy and capital allocation for integrated growth initiatives, including ABM, paid media, field programs, and content syndication.
- Oversee enterprise martech stack investments (Salesforce, HubSpot/Marketo, Demandbase, Gong, Outreach).
- Directly build, scale, and lead the inbound and outbound Sales Development (SDR) organization.
- Establish and refine high-converting SDR playbooks, qualification frameworks (MEDDPICC, BANT), and outbound messaging strategies.
- Set SDR activity targets, quota benchmarks, and career progression pathways.
- Drive enterprise outbound strategies to penetrate target accounts and optimize inbound response velocity.
Requirements
- 10+ years of progressive experience in B2B SaaS demand generation, with at least 3–5 years leading integrated demand gen and SDR/BDR teams.
- Proven ability to build and scale a $20M+ pipeline engine and consistently hit revenue targets.
- Exceptional cross-functional leadership skills.
- Deep mastery of marketing/sales technology, revenue attribution models, and data-driven pipeline forecasting.
- Excellent executive presentation skills.
Conditions
- Hybrid role based out of San Francisco HQ (3 days in office, 2 days remote) or Hub locations Boston, MA or Raleigh, NC.
- Base salary range: $230,000 - $270,000 USD.
- Benefits include health coverage (medical, dental, vision), disability and life insurance, parental leave, flexible time off, professional development, and a 401(k) retirement plan with match.