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The Sales Director will develop and execute sales strategies, lead a sales team, forecast revenue, and coach inside sales representatives.
mabl is on a mission to empower software teams with an AI-powered low-code test automation platform that streamlines testing across web, mobile, API, accessibility, and performance. We enable everyone from global enterprises to fast-growing startups to integrate application testing into their development pipelines, accelerating their testing and boosting release cycles, regardless of technical experience.
In 2024, mabl was awarded its 5th AI Breakthrough Award, cementing its position as the #1 AI-powered testing platform in the world. While we continue to grow with the pace of technology, we also believe strongly in the value of culture (our most recent internal survey shows that 92% of our employees feel supported by the flexibility of their work, and 97% believe their manager genuinely cares about their wellbeing.)
To continue delivering on our mission of transforming the testing space, we’re looking for people to join our team of leaders, experts, innovators, and community builders. Our core values are: drive, authenticity, support, and insight; these are the foundation of our culture and a key part of what it means to be a mabler. We practice transparency, embrace collaboration, and lead with empathy while encouraging each other to bring our most authentic selves to work.
Why We Need You:
As mabl focuses on scaling its go-to-market strategy, we are seeking an experienced sales manager to join our growing company’s management team. In this role, you are responsible for developing and executing sales strategies that drive revenue for the company, and monitoring and reporting on sales goals, adjusting tactics as needed to reach them. The Sales Manager will lead a team of Inside Sales Reps and Regional Account Executives.
We know there’s no such thing as a “perfect" candidate - We encourage you to apply even if you don’t meet 100% of the requirements. We believe in fostering an environment where there is a diversity of perspectives, in hopes that we can all thrive.
What You’ll Do:
- Lead a team focused on selling mabl's Test Automation Platform to new accounts and expanding business within key strategic accounts
- Evaluate, develop, and implement sales strategies across key accounts to attain company strategic goals
- Enable, develop and empower your team to proactively prospect, identify, qualify and build a sales pipeline to meet or exceed customer acquisition and ARR goals
- Own strategic plans, quarterly and yearly revenue forecasts both on aggregate as well as for individuals
- Develop team talent and pipeline by attracting, identifying, developing, rewarding, managing, and coaching
- Coach ISRs and AEs in world-class sales practices, including driving compelled energy, identify building and testing coaches and champions, qualification methodologies, consultative techniques, negotiation, and ABM strategy & tactics
- Identify process and product improvement solutions to increase revenue, profitability, and customer experience
About You:
- 5+ years of field sales management experience at a SaaS company, ideally focused on new business acquisition, with additional 3-5+ years as a field sales representative
- Track record in closing both transactional opportunities as well as large, complex deals across verticals in the mid-market and Fortune 1000/ Global 2000
- Management experience in first line roles
- Training in MEDDICC sales qualification or similar sales methodology
- Experience in creating and executing Champion based selling approaches
- Track record of coaching and developing talent to be the best versions of themselves
- Legacy of developing and promoting Sales team members
- Awareness and appreciation of culture and the ability to create, enhance, and extend the company's culture in your organization
- Ability to work within a system and operating rhythm (creating, enhancing it) that yields consistent, predictable forecasts and people productivity
- Strong diagnostic, creative, and critical thinking skills to deliver solutions for internal operations and external customers
- Excellent verbal and written communication and presentation skills
- Genuine flexibility and temperament to succeed in a high-energy, fast-growing startup
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!
About Us
mabl is the enterprise SaaS leader of AI-driven, low-code test automation that empowers high-velocity software teams to embed automated end-to-end tests into the entire development lifecycle. mabl customers benefit from a unified platform for easily creating, executing, and maintaining reliable browser, API and mobile web tests that result in faster delivery of high-quality, business critical applications. That’s why customer-centric brands like Liberty Mutual, jetBlue, Intuit, Stack Overflow, and many others rely on mabl to create the digital experiences their customers demand. Learn more at https://www.mabl.com; follow @mablhq on Twitter and @mabl on LinkedIn.
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