Major Account Executive - Swagger

• Drive new logo acquisition across enterprise organizations by introducing SmartBear's Application Integrity platform.
• Build trusted relationships with engineering DevOps QA and IT leaders while managing complex enterprise sales cycles.
• Help customers modernize software delivery through SmartBear's industry-leading Test API and Observability solutions.

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.

• 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.

• 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.

• 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.

• 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 Built In 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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What We Do

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 32000 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.

Why Work With Us

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. Whether you are working directly with customers driving go to market strategies supporting operations building products or enabling teams your contributions help shape

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