SmartBear

Major Account Executive - Swagger

Somerville, Massachusetts, United States

Sponsorship not specifiedDetected 11 days ago

DevOpsOpenAPISalesforceCRMSalesAccount ManagementPipeline ManagementNegotiationOutbound SalesForecastingCustomer SuccessTest AutomationCommunication

About the role

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
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

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.
Own the full enterprise sales cycle, from outbound prospecting through contract negotiation and closing new logo opportunities.
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.
We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

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.
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.

Position SmartBear's Application Integrity platform against competitive solutions through consultative, value-based selling.
Experience engaging engineering, DevOps, QA, IT, or other technical stakeholders within enterprise organizations.
Strong executive communication, presentation, negotiation, and relationship-building skills.

We are guided by a People and Culture organization-an important distinction for us. We think about our team holistically-the whole person.
We've won major industry (product and company) awards including SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, and Built In Best Places to Work.
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.
We are guided by a People and Culture organization-an important distinction for us.

This listing is sourced directly from SmartBear's careers page and normalized into a canonical job model.