Major Account Executive I

• 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.
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.

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 Built In Best Places to Work.

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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):

$150,000-$150,000 USD