At SmartBear, we believe building great software starts with quality – and we’re helping our customers make that happen every day. Our solutions, featuring SmartBear AI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.
Major Account Executive II
- Drive complex, multi-threaded enterprise sales cycles within Fortune 1000 and Global 2000 organizations.
- Expand and acquire strategic accounts by positioning SmartBear as a long-term partner in modern software delivery transformation.
- Own high-value opportunities end-to-end while collaborating cross-functionally to deliver measurable customer impact.
About the Role
- Own the full enterprise sales cycle for large, complex accounts, including multi-product and multi-year agreements.
- Develop and execute strategic account plans to penetrate new divisions, subsidiaries, and business units within named enterprise accounts.
- Engage C-level executives, VPs, and senior technology leaders to align SmartBear solutions with digital transformation, DevOps, and quality initiatives.
- Lead sophisticated discovery conversations to uncover business drivers, technical requirements, and organizational buying processes.
- Drive disciplined pipeline management, accurate forecasting, and consistent attainment of quarterly and annual revenue targets.
- Partner closely with Sales Engineering, Marketing, Product, Customer Success, and Leadership to ensure strong value alignment and long-term expansion opportunities.
We are looking for you if you have:
- 5–10 years of quota-carrying sales experience, with at least 4 years closing complex enterprise SaaS deals.
- Demonstrated success selling into Fortune 1000 or Global 2000 organizations with consistent attainment of $1M+ annual quotas.
- Experience navigating multi-stakeholder buying committees and managing long sales cycles (3–12 months).
- Strong executive presence with the ability to influence senior technology and business leaders.
- Proven ability to expand existing enterprise accounts while also landing net-new logos.
- Proficiency with Salesforce, Outreach, LinkedIn Sales Navigator, and modern prospecting methodologies.
- 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 B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn 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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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.
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