Smartbear
Major Account Executive
Somerville, Massachusetts, United States. Posted 8 months ago
The role
The Major Account Executive will acquire new major and enterprise customers by building relationships across various leadership departments. You will own complex consultative sales cycles and develop strategic account plans to create net-new business opportunities.
What you will do
- 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.
- Develop and execute strategic account plans to penetrate large, complex organizations.
- Engage Directors, VPs, and senior technology leaders.
- Build and manage a qualified pipeline and maintain accurate forecasts.
- Deliver against assigned new-business revenue targets.
- Partner with Sales Engineering, Marketing, Product, and Customer Success.
- Position relevant SmartBear capabilities based on each prospect’s needs.
Required qualifications
- 5–7 years of software sales experience.
- At least 2 years closing complex enterprise deals.
- 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.
- Familiarity with Salesforce, Outreach, or LinkedIn Sales Navigator.
- A bachelor’s degree or equivalent experience.
Nice to have
- ideally in SaaS, DevOps, developer tools, or enterprise software
Benefits
- performance-based bonuses for eligible roles
- generous benefits package
- flexible time off
- hybrid work options
- professional development opportunities
About the company
SmartBear delivers application integrity for modern tech stacks through test automation, API lifecycle management, and observability capabilities. The company is trusted by 32,000 organizations, including Adobe, JetBlue, and Microsoft.