Major Account Executive

About the role

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 developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear's open source tools are downloaded more than 100 million times a month and have earned over 30,000 GitHub stars from the developer community. With its best-loved brands, including Swagger, TestComplete, Reflect, QMetry, Zephyr, and more, SmartBear meets customers where they are to make our technology-driven world a better place.

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 the future of software quality for organizations worldwide. Join us in our mission.

About the role

• 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, collaborating with internal specialists across the portfolio.

About the Role

As a Major Account Executive you will

• Develop and execute strategic account plans to penetrate large, complex organizations and create net-new business opportunities.
• Own the full enterprise sales cycle, including prospecting, discovery, stakeholder mapping, solution evaluation, commercial negotiation, and closing.
• Engage Directors, VPs, and senior technology leaders to understand software delivery priorities, challenges, and investment criteria.
• Build and manage a qualified pipeline, maintain accurate forecasts, and deliver against assigned new-business revenue targets.
• Partner with Sales Engineering, Marketing, Product, and Customer Success to articulate value and coordinate effective customer engagements.
• Position relevant SmartBear capabilities based on each prospect's needs, without being limited to a single product or sales team.

We are looking for you if you have

• 5-7 years of software sales experience, including at least 2 years closing complex enterprise deals, ideally in SaaS, DevOps, developer tools, or enterprise software.
• 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 and familiarity with Salesforce, Outreach, or LinkedIn Sales Navigator; a bachelor's degree or equivalent 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.

Pay and benefits

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

$150,000 - $150,000 USD