SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams.
SmartBear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear's best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place.
At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world.
About the Role
As a Major Account Executive I, you will own a defined territory of enterprise accounts, driving net-new business while helping organizations improve software quality, developer productivity, and application integrity. You'll partner with technical and executive stakeholders to understand their business challenges, position SmartBear's portfolio of solutions, and guide customers through complex buying decisions from initial engagement through close.
You will:
- Own the full enterprise sales cycle, from outbound prospecting through contract negotiation and closing new logo opportunities.
- Build relationships with engineering, QA, DevOps, and IT leaders to understand business priorities and align SmartBear solutions to customer needs.
- Develop territory and account plans that create pipeline growth and expand opportunities within target enterprise organizations.
- Partner with Sales Engineering, Marketing, Customer Success, and Product teams to deliver tailored demonstrations, business value, and successful customer outcomes.
- Maintain accurate forecasting, pipeline management, and CRM hygiene while consistently progressing opportunities through the sales process.
- Position SmartBear's Application Integrity platform against competitive solutions through consultative, value-based selling.
We are looking for you if you have:
- 4–6 years of quota-carrying SaaS or enterprise software sales experience.
- At least 2 years of experience managing complex, full-cycle enterprise sales opportunities.
- A demonstrated track record of prospecting, building pipeline, and consistently achieving or exceeding quota.
- Experience engaging engineering, DevOps, QA, IT, or other technical stakeholders within enterprise organizations.
- Strong executive communication, presentation, negotiation, and relationship-building skills.
- Experience with Salesforce, LinkedIn Sales Navigator, Outreach, Gong, or similar sales technologies.
- Familiarity with MEDDPICC, MEDDICC, Challenger, or comparable enterprise sales methodologies is preferred.
- Bachelor's degree or equivalent professional 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.
Compensation and Benefits
Your SmartBear total rewards compensation package includes base salary and may also include a commission. The Annual Cash Compensation (Base + On-Target Commission) range for this role is $150,000–$150,000 USD. Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.
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