Regional Account Executive

Regional Account Executive

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.

As mabl focuses on scaling its go-to-market strategy, we are looking for a highly motivated Regional Account Executive to initiate and to help build out our inside sales organization. This is a rare opportunity to work closely with the founding team and to influence the sales process, culture, and ultimately the DNA of our team. This is a full sales cycle role where you will have full control of the sales process all the way from the initial customer outreach to ultimately closing the deal.

Your work will directly impact mabl's business, customers and culture.

• 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

• 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, Linked In, 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

$100k+ base salary plus commission and stock options.

• 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 Built In's Best Places to Work in Boston five times, Boston Globe's Top Places to…