Major Account Executive

Major Account Executive

• Acquire new major and enterprise customers by building relationships across engineering, DevOps, QA, IT, and business leadership.
• Own complex, consultative sales cycles from account strategy and prospecting through evaluation, negotiation, and close.
• Position SmartBear’s software quality and development solutions around customer priorities, collaborating with internal specialists across the portfolio.

About the Role

As a Major Account Executive you will:

• Develop and execute strategic account plans to penetrate large, complex organizations and create net-new business opportunities.
• Own the full enterprise sales cycle, including prospecting, discovery, stakeholder mapping, solution evaluation, commercial negotiation, and closing.
• Engage Directors, VPs, and senior technology leaders to understand software delivery priorities, challenges, and investment criteria.
• Build and manage a qualified pipeline, maintain accurate forecasts, and deliver against assigned new-business revenue targets.
• Partner with Sales Engineering, Marketing, Product, and Customer Success to articulate value and coordinate effective customer engagements.
• Position relevant SmartBear capabilities based on each prospect’s needs, without being limited to a single product or sales team.

We are looking for you if you have:

• 5–7 years of software sales experience, including at least 2 years closing complex enterprise deals, ideally in SaaS, DevOps, developer tools, or enterprise software.
• Demonstrated success creating pipeline, navigating multiple stakeholders, and winning net-new business in large organizations.
• Strong consultative discovery, executive communication, negotiation, and account-planning skills.
• Experience discussing technical or platform-based solutions with engineering, DevOps, IT, or related buyers.
• Disciplined pipeline management and familiarity with Salesforce, Outreach, or LinkedIn Sales Navigator; a bachelor’s degree or equivalent experience.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

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Estimated Annual Cash Compensation (Base + On-Target Commission): 150000 - 150000 USD