Sales Leader, Quality Engineering Services

Tiger Analytics Inc. · Jersey City, NJ

Base: Not disclosed
OTE: Not disclosed
Posted: 6mo ago

Still open · checked 2h agoon Tiger Analytics Inc.'s careers page

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The job

What you'd do: Sell multi-million-dollar (USD 5M+) quality engineering transformation and managed services deals to global enterprises, leading RFP responses, pricing, and CXO relationships. Build your own pipeline of sole-sourced QE deals.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 186 days. Ask why it's been hard to fill.
Company hiring: 8 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What are the base and the OTE for this role?
No point investing hours before you know the number.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

Tiger Analytics is an advanced analytics consulting firm. We are the trusted analytics partner for several Fortune 100 companies, enabling them to generate business value from data. Our consultants bring deep expertise in Data Science, Machine Learning, and AI. Various market research firms, including Forrester and Gartner, has recognized our business value and leadership. We are headquartered in Silicon Valley and have our global delivery center in Chennai, India. If you are passionate about working on unstructured business problems that can be solved using data and are excited about building, leading, and enabling a team of analytics professionals toward that objective, we would like to talk to you. We are seeking a highly accomplished Sales Leader-cum-Client Partner in Quality Engineering (QE) to drive revenue growth, own strategic client relationships, and win multi-million-dollar QE transformation deals across global enterprises. This role requires deep expertise in QE services, client management, strong presales leadership, RFP ownership, and the ability to represent the organization as a thought leader in the QE ecosystem. Responsibilities QE Sales & Revenue: - Own and drive end-to-end sales cycles for large QE opportunities (USD 5M+) - Consistently achieve and exceed annual QE revenue targets - Build and maintain a strong pipeline of exclusive and sole-sourced QE deals - Drive long-term managed services, annuity-based, and transformation-led QE engagements - Collaborate with the account Client Partners and enable channels for QE Presales & Deal Shaping: - Creating RFP, RFI, and RFQ responses for QE opportunities - Shape differentiated QE solution strategies covering automation, AI-driven QE, QE for AI, performance engineering testing, data testing, and continuous testing - Drive pricing, commercials, value engineering, and deal structuring - Collaborate closely with capability/practice and delivery teams to create winning proposals Client & Executive Stakeholder Management: - Build trusted advisor relationships with CXOs, CIOs, CTOs, Heads of Engineering, and Quality Engineering Leaders - Act as executive sponsor for strategic QE accounts - Lead executive presentations and contract negotiations - Position QE as a business enabler and AI-led transformation driver Market, Brand & Practice Growth: - Represent the organization in industry QE forums, conferences, roundtables, and client events - Publish thought leadership content, including blogs, whitepapers, and articles on Quality Engineering, AI in testing, and digital quality trends - Partner with the India practice & capability team and marketing teams on QE branding, campaigns, analyst interactions, and GTM initiatives - Contribute to QE marketing strategies and market messaging - Identify emerging QE trends and influence service offerings and roadmap with the capability development team Requirements - 15+ years of experience in IT services with an exclusive focus on Quality Engineering - Proven track record of winning multi-million-dollar QE deals (USD 5M+), including exclusive / sole-bid engagements - Extensive experience leading presales activities and RFP responses - Understanding of QE frameworks, tools, and transformation models - Demonstrated experience in QE marketing, thought leadership, and industry engagement - Excellent verbal and written communication skills with strong executive presence Benefits Significant career development opportunities exist as the company grows. The position offers a unique opportunity to be part of a small, fast-growing, challenging, and entrepreneurial environment with a high degree of individual responsibility. Disclaimer Tiger Analytics provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, national origin, ancestry, marital status, protected veteran status, disability status, or any other basis as protected by federal, state, or local law.

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