Senior Software Sales Professional

3 weeks ago

Bengaluru, Karnataka, India Testsigma Full time
About Testsigma

Testsigma is a cutting-edge software company that empowers QA teams to run test automation at speed and scale without coding expertise. We achieve this by providing a low-code test automation platform that enables everyone in the team to author test cases using plain English statements.

We differentiate ourselves from legacy test automation frameworks by not requiring knowledge of coding, thus enabling QA teams of all sizes to start automating their tests in weeks as opposed to months. Hundreds of leading QA teams across the world use our platform to release quality software at speed and scale.

Sales Opportunity

We are looking for a seasoned Senior Account Executive to close deals in the ACV range of $25,000 to $100,000 ARR. As a member of our sales team, you will be responsible for educating and nurturing prospects, conducting demos, and employing a value-based solution selling methodology to drive these leads through a high-velocity pipeline.

You will execute all phases of the pipeline, push deals through the sales cycle towards closure, build a robust pipeline to meet quota consistently, and lead customers through an end-to-end sales cycle in collaboration with Pre-Sales and Support teams.

Apart from driving business growth, you will also manage the entire sales lifecycle from customer engagement, POC and contract negotiation, develop executive relationships to expand revenue potential, articulate our value proposition clearly and effectively to potential clients while understanding the competitive landscape.

Responsibilities
  • Educate and nurture prospects, conduct a demo with each lead, share what Testsigma does, and employ a value-based solution selling methodology to drive these leads through a high-velocity pipeline.
  • Execute all phases of the pipeline, and push deals through the sales cycle towards closure.
  • Build a robust pipeline to meet quota consistently.
  • Lead customers through an end-to-end sales cycle in collaboration with Pre-Sales and Support teams.
  • Manage the entire sales lifecycle from customer engagement, POC and contract negotiation.
  • Develop executive relationships to expand revenue potential.
  • Articulate Testsigma's value proposition clearly and effectively to potential clients while understanding the competitive landscape.
  • Demonstrate a sound understanding of how the overall business solution is positioned, deployed and supported.
  • Organized - you use and create systems to stay on top of your responsibilities. Passionate - you are excited about technology, software, and how it helps businesses succeed.
  • Work with all levels of GTM leadership to continuously improve processes like territory planning, lead/pipeline/opportunity management and KPIs.
  • Maintain excellent data discipline in salesforce.com for your book of business.
  • Crush your Quota month on month maintaining an average ACV of $25K ARR.
  • Source and develop business opportunities(outbound) within your assigned territory and to exceed your sales goals through stakeholder mapping, prospecting, qualifying, and closing more opportunities.
Requirements
  • Minimum 6 years experience managing complex 'lead to close' sales cycles; preferably in a high-velocity software sales environment with a focus on acquisition of new customers (Hunter role).
  • Experienced in Value Selling and other key sales methodologies (Sandler, Challenger Sale, BASHO..etc)
  • Domain knowledge in QA & Dev Ops is highly desirable.
  • Ability to target the right people by understanding what clients we work within key vertical markets and how we are getting their peers quick ROI.
  • Experience in driving B2B sales growth, preferably in a technology/product environment (in SaaS industry preferred), selling to a technical audience.
  • End-to-end sales experience managing complex sales cycles requiring stakeholder mapping, running technical proofs-of-concept in collaboration with a Solutions Engineer, price negotiations.
  • Experience closing deals with a ticket size varying between USD $55K ARR to USD $100K ARR.
  • Product minded - you have an understanding of product development and an intuition for what makes a great product.
  • Consistent success with sales quota attainment.
  • Exceptional communication, problem-solving and collaboration skills.
Benefits
  • A competitive salary package of $120,000 per year, along with an uncapped variable commission structure.
  • Opportunity to work in a fast-growing, high-growth SaaS StartUp with ownership to drive new initiatives.
  • Paid personal time off.
  • Strong result-oriented culture, promoting continuous giving and receiving of feedback.
  • Monthly team bonding activities, yearly anniversary party, fun & more.

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