Commercial Account Executive, mabl
Intelligent test automation
Open for applications
Intelligent test automation
101-200 employees
Open for applications
101-200 employees
Company mission
To enable software teams to rapidly deliver high-quality products to their users through intelligent test automation.
Role
Who you are
- Minimum 2-5+ years of direct selling experience with a fairly complex SaaS product selling to EB’s/Decision Makers, technical buyers, including QA engineers, developers or IT operations
- Demonstrated ability in creating and closing transactions 25k+
- 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, whatsapp,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 Economic Buyers who could be CFO/ CEO/ President
- Skill to establish technical wins and validation with technical buyers, including QA engineers, developers or IT operations
- Experience selling to IT/ Executive Leadership in various sizes and types of companies
- Examples of being extremely coachable with a mindset and desire to learn, grow, and expand Sales career
- High technical acumen to understand and articulate the value of the product is required, ideally in SaaS, cloud computing or enterprise IT
- Experience in with 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
What the job involves
- Source prospects, develop opportunities and sell mabl's Test Automation Platform to new accounts through outbound call and email campaigns
- Consistently achieve individual & team monthly, quarterly, and annual sales quotas
- Develop skills necessary for successful lead generation and demo completion
- Educate customers on the product through conversations, demos, and presentations
- Uncover business needs, technical requirements, and the buyers purchasing process
- Proactively promote mabl and stay on top of mabl’s core functionality, product offerings, competitors and overall market knowledge
- Document activities accurately in Salesforce
- Possibility of travel to trade shows and key accounts to develop new business
Otta's take
Sam Franklin
CEO of Otta
The quickening pace of tech development over recent years has led to lengthy testing and code review backlogs. This is an issue for quality engineers, both in terms of operational efficacy and security. Mabl’s solution is to provide an accessible and integrated framework that allows more teams to carry out testing, more reliably, and at greater speed.
The gamut of testing mabl offers runs from API, to low-code, to autohealing, to mobile. So it’s an impressively broad sweep, and it’s helped mabl land top tier clients including Barracuda, jetBlue, and Stack Overflow. With more companies beginning to adopt automated testing tools, the market is expected to grow substantially, and with its stable position mabl should be able to ride the swell.
Mabl will, however, need to stay ahead of the flurry of new competitors like Testim, Mesmer, and Virtuoso. It’s making smart steps to do so: in 2022 mabl moved to incorporate accessibility testing and a Unified Runner product, a low-code test automation tool. This is likely to prove appealing to the businesses scrambling to meet newly forthright social and regulatory pressures in that area.
Insights
3% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Nov 2021
$40m
SERIES C
May 2020
$6.1m
EARLY VC
Total funding: $76.1m
Company benefits
- Transportation benefits: Generous expense reimbursement for all types of transportation options
- Health benefits: We offer some of the best health benefits for you and your loved ones
- Mabl kudos: Choose from branded swag, gift cards, donations, or treats for the team
- Team outings: Our team knows how to have fun in and out of the office
- Parental leave: Liberal parental leave benefits for mablers raising kids
- 401K: We've got your back financially, now and in the future
- We've got your back financially, now and in the future
Company values
- Drive
- Insight
- Support
- Authenticity
Company HQ
Downtown Crossing, Boston, MA
Founders
Izzy Azeri
(Co-founder)Started career in business development at VMware and Acronis, before a spell as the EIR at Bain Capital Ventures. Co-founded Stackdriver, which was then sold to Google, where they then worked in product management.
Dan Belcher
(Co-founder)Originally a Microsoft program manager, and after spending some time in consulting moved to Sonian as director of product management. Subsequently co-founded Stackdriver, and worked as a Google product management lead after its acquisition.
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