Leader Mobile Testing Sales
Company: Mabl Enterprise
Location: Boston
Posted on: April 17, 2024
Job Description:
The mabl team is on a mission to build the easiest low-code test
automation solution on the market. We're enabling everyone from
global enterprises to fast-growing startups to integrate
application testing into their development pipelines and harness
test data to improve product quality by making fast, powerful test
automation possible for everyone, regardless of coding
experience.We recently raised our of funding, providing us
long-term financial stability. While we are growing quickly, we
also believe strongly in the value of culture (e.g. 94% of our
employees rated mabl favorably in terms of work/life balance!).To
continue delivering on this mission, we're looking for people to
join our team of leaders, experts, innovators, and community
builders. Our core values: drive, authenticity, support, and
insight, 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 best selves to work.Why We Need You:As mabl focuses on
scaling its go-to-market strategy, we are seeking a seasoned sales
executive to join our growing company's leadership team. In this
role, you are responsible for developing and executing sales
strategies that drive revenue for the company in the mobile test
automation space. You will first be a player and then a coach with
the potential to build out and head up a team of Account Executives
focused on expanding our presence across our entire prospect and
customer base, which includes the Fortune 1000, Global 2000, and
mid-market high growth companies. To note, this is a new leader
role for mabl. As such, this person needs to bring some very
specific skills and attributes:- Knowledge of and domain expertise
in the mobile development and testing market OR significant
demonstrated ability to learn new technologies/domains and be able
to develop expertise quickly- Curiosity and strategic agility -
understand the mobile developer and tester persona and work with
CRO and Enablement to define a sales process that is extremely
impactful, fast, and easy for customers- Ability to synthesize -
understand customer perspective, competitors, market trends, and
our solutions, and then develop approaches for our overall Go to
Market (GTM) team in this area- Detailed approach to documentation
of: - Customer environment, current issues/concerns, and impact on
the business, (essentially the customer's Problem Statement) -
Value and ROI - quantitative and qualitative - of mabl's
differentiators - Customer requirements and potential validation
event use cases - Executive summary, packaging, and proposal-
Develop mastery in selling mabl's Mobile Testing solutions then
educate and train others on how to engage with the Mobile
Development and QA leaders and practitioners- Be able to recruit
additional technical and sales talent as needed to expand the
mobile testing specialization function- Connect closely across all
functions of the GTM Team, including Enterprise and Commercial
Sales, Presales, Customer Success, Enablement, SDRs, and TAMs.-
Collaborate with other functions, including Marketing, Product,
Engineering, and Finance, understanding their perspectives and
goals, to ensure that we bring the best customer experience and
value to the market.We know there's no such thing as a "perfect"
candidate - We encourage you to apply if you meet many but not 100%
of the requirements. We believe in fostering an environment where
there is a diversity of perspectives and we can all thrive.What
You'll Do:
- Be a player and then a coach to bring to market and sell mabl's
new native mobile testing product
- Be a key contributor to mabl's growth and expansion which
solidify mabl's position within mobile application testing
solutions
- Be a subject matter expert of the mobile development
market
- Together with executive staff, improve target market
definition/understanding for mabl's mobile product.
- In collaboration with Product Marketing and Sales Enablement,
identify new content requirements including sales battle cards,
slides, and testimonials to ensure a compelling mobile value
proposition.
- Examine, create, and implement sales strategies across key
accounts to attain company strategic goals
- Enable, develop, and empower the Sales team to proactively
prospect, identify, qualify, and build a sales pipeline to meet or
exceed customer acquisition and retention goals
- Own strategic plans, the quarterly revenue forecast, territory
design, and resource planning for mobile testing sales in all
stages of the life cycle
- As we expand the role, develop team talent and pipeline by
attracting, identifying, developing, rewarding, managing, and
coaching
- Personally execute, and coach Enterprise Account Executives in,
world-class sales practices including qualification methodologies,
consultative techniques, negotiation, and ABM strategy &
tactics
- Identify process and product improvement solutions to increase
revenue, profitability, and customer experienceAbout You:
- You take pride in your involvement across all aspects of sales:
being customer-facing, balancing multiple priorities, executing
specifically one-on-one with customers and opportunities as well
having a perspective of the entire market, and working across
multiple time zones and regions.
- 10+ years of field sales management experience at a SaaS
company, ideally focused on new business acquisition, preferably
with an additional 5+ years working for or selling into the mobile
testing industry
- Track record in closing large, complex deals across verticals
in the Fortune 1000/ Global 200
- Ability to be a self-starter while also partnering with team
members to build a substantial pipeline and bring on new
customers
- Training in MEDDICC sales qualification, Champion based
selling, or similar sales methodology
- Experience in identifying, building, and testing Champions and
Coaches
- Track record of continuously developing yourself and coaching
and developing talent to be the best versions of themselves
- Legacy of developing and promoting Sales and/or Field
leaders
- Awareness and appreciation of culture and the ability to
create, enhance, and extend the company's culture on your team
- Ability to work within a system and operating rhythm (creating,
enhancing it) that yields consistent, predictable forecasts and
productivity
- Strong creative and critical thinking skills to deliver
data-informed 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 startupWorking at mabl-We embrace hybrid
and remote work across the US and around the world! We have spread
across the world in 6 countries, 4 continents, and 18 states.-We
bring everyone together annually to foster lasting personal
relationships and encourage mablers to visit our Boston office
whenever possible.- Our Diversity, Equity, and Inclusion committee
has grown from a team of six to over 30 mablers, who drive budgeted
initiatives across all facets of the company. This includes
recruiting, onboarding, education, and celebrations.- We're proud
to have won recognizing our product, culture, and extreme focus on
customer satisfaction.- 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 program and annual !About Usmabl is the enterprise SaaS
leader of intelligent, 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 Charles Schwab, jetBlue, Dollar
Shave Club, Stack Overflow, and many others rely on mabl to create
the digital experiences their customers demand. Learn more at ;
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Keywords: Mabl Enterprise, Cambridge , Leader Mobile Testing Sales, Sales , Boston, Massachusetts
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