*This post was created on behalf of one of Bravado’s clients.
Our client is a provider of Quality as a Service (QaaS), offering a comprehensive solution for web startups to address their functional testing needs. Its no-code test automation platform is designed specifically for engineering teams aiming to detect bugs efficiently without slowing down development cycles or placing additional burdens on engineers. The platform combines cutting-edge tooling, expert insights, and a workforce for end-to-end quality assurance.
- Recognition:
- Named a leader in Software Testing and Test Automation by G2 for Winter 2024.
- Maintains a 4.5-star rating on G2 with over 130 reviews.
- Customer Success:
- Trusted by companies like Homebase, Karbon, Mattermost, DealerOn, and Domino to catch bugs before they reach end users.
- Funding and Investors:
- Secured $25 million in a Series B funding round in January 2018.
- Backed by prominent investors, including Marc Benioff, Andreessen Horowitz, Y Combinator, and Bessemer Venture Partners.
Our client's mission is to help teams accelerate releases while ensuring product quality, making it an essential partner for startups seeking seamless and reliable software testing solutions.
Location: United States of America
Responsibilities:
- Identify, prospect, and acquire new customers to meet or exceed sales quotas. Manage the entire sales cycle, including lead qualification, product demonstrations, proposal creation, and contract negotiations.
- Build and maintain strong relationships with new and existing clients to drive retention and upsell opportunities. Act as the primary point of contact for assigned accounts, ensuring client satisfaction and addressing concerns promptly.
- Understand customer pain points, goals, and requirements to tailor solutions that align with their needs.
- Maintain accurate and up-to-date records of customer interactions, sales activities, and opportunities in a CRM system (e.g., Salesforce, HubSpot) Regularly forecast sales performance and report progress to leadership.
- Partner with marketing and product teams to develop targeted campaigns and gather insights to refine offerings. Work closely with customer success teams to ensure smooth onboarding and long-term customer success.
- Stay updated on industry trends, competitor activities, and market conditions to identify opportunities and refine sales strategies. Provide feedback to the product team about customer requests and market demands.
- Deliver compelling product demos and presentations to prospective customers, showcasing the value and functionality of the solution.
- Address client objections and concerns effectively to build trust and close deals. Proactively identify and mitigate risks that could impact customer satisfaction or account health.
- Meet or exceed monthly, quarterly, and annual sales targets and performance metrics. Represent the company at industry events, webinars, and client meetings, serving as an ambassador for the brand.
- Contribute to team goals and help shape the company’s revenue strategy. Promote the company’s value proposition in a professional and engaging manner.
Qualifications:
- 2–5+ years of B2B sales experience, preferably in SaaS, tech, or a relevant industry. Proven success in meeting or exceeding sales quotas and targets.
- Familiarity with the target industry or market, including its challenges and customer needs. Understanding of how the product or service fits into the market landscape and addresses customer pain points.
- Strong understanding of the full sales cycle: prospecting, lead qualification, product demos, negotiation, and closing. Experience using CRM tools (e.g., Salesforce, HubSpot) for pipeline management, tracking, and reporting.
- Excellent verbal and written communication skills, with the ability to present complex ideas clearly. Ability to tailor presentations and demos to different audience types, from technical stakeholders to executives.
- Proven track record of building and maintaining strong, long-term client relationships. Ability to influence decision-makers and manage customer expectations effectively.
- Strong problem-solving skills to address client concerns, objections, and issues that arise during the sales process. Confidence and skill in negotiating terms to close deals while maintaining customer satisfaction.
- Ability to prioritize tasks and manage multiple accounts or opportunities simultaneously. Strong organizational skills to keep track of sales activities, meetings, and client communications.
- Demonstrated drive to achieve and exceed individual sales goals and team objectives. Self-motivated, with the ability to stay focused and productive in a fast-paced environment.
- Ability to adapt to changing market conditions, customer needs, and company goals. Resilience in dealing with rejection and staying persistent to reach targets.
- Bachelor’s degree in business, marketing, communications, or a related field, or equivalent work experience. Familiarity with sales tools, CRM software, and other tech platforms used to streamline sales activities.
- Comfortable with digital tools and understanding of how to communicate technical products to non-technical stakeholders.
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