Account Executive II, Functional Test

• Help engineering and QA teams modernize software testing by introducing AI-powered test automation solutions through SmartBear's TestComplete platform.
• Build relationships with technical buyers, uncover customer challenges, and guide prospects through the sales process while expanding business across new and existing accounts. Consistently achieve sales goals by delivering consultative solutions that help customers improve software quality and accelerate release cycles.

Product Intro

TestComplete is SmartBear's flagship product for UI testing. It is the trusted solution for thousands of software developers and QA teams around the world. TestComplete empowers users to create reliable and repeatable functional tests through scripting, record-and-playback, and LLM-powered natural language automation for desktop and web applications. As AI continues to accelerate software development, the need for reliable, scalable test automation has never been greater.

About the Role

As an Account Executive II, you will own the full sales cycle for TestComplete and Reflect, partnering with customers to modernize their testing strategies through AI-powered automation.

You will:

• Own the full sales cycle from prospecting through close across a defined territory of existing and net new accounts.
• Generate new business through outbound prospecting, inbound leads, and partner collaboration.
• Grow existing customer relationships by identifying expansion opportunities across teams and use cases.
• Conduct discovery conversations to understand customer challenges and position SmartBear's solutions to solve real business problems.
• Partner with Sales Engineers, Customer Success, and Marketing to deliver engaging product demonstrations and successful customer outcomes.
• Build and maintain a healthy pipeline while accurately forecasting opportunities in Salesforce.
• Consistently achieve or exceed quarterly and annual sales targets.

We are looking for you if you have:

• 2-4 years of full-cycle SaaS sales experience with a history of meeting or exceeding quota.
• Experience selling B2B software solutions; experience selling developer tools, DevOps, QA, or testing solutions is a plus.
• Strong prospecting, discovery, and consultative selling skills.
• Ability to build relationships with technical and business stakeholders.
• Experience managing multiple opportunities in a fast-paced sales environment.
• Familiarity with Salesforce, LinkedIn Sales Navigator, ZoomInfo, Outreach, or similar sales technologies.
• 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.

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.

#LI-ES1

#LI-hybrid

At SmartBear, we believe transparency in pay is part of how we build trust-with our employees, candidates, and community. Our compensation philosophy is grounded in market competitiveness, internal equity, and rewarding impact.

We encourage candidates to view compensation as part of their total rewards experience at SmartBear. This includes performance-based bonuses for eligible roles, a generous benefits package that supports employees' health and well-being, and promotes work-life balance through flexible time off and hybrid work options. You can build your career at SmartBear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.

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 listed below. Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.

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

$120,000-$120,000 USD