Account Executive

SmartBear; Somerville (MA); On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Medical/Dental/Vision

401k Match

Wellness Reimbursement

Community Service Day

Company Events

Medical

Pension

Sports Club Membership

Benefits Package

Job summary

SmartBear in Somerville, MA is seeking an Account Executive II to own the full sales cycle for TestComplete and Reflect, partnering with customers to modernize their testing strategies through AI-powered automation.

You will generate new business, expand existing accounts, conduct discovery, deliver product demonstrations with Sales Engineers, and maintain a healthy pipeline in Salesforce.

Qualifications

• Bachelor’s degree or equivalent professional experience.
• 2-4 years of full-cycle SaaS sales with quota attainment.
• Experience selling B2B software; dev tools/QA/testing is a plus.
• Ability to build relationships with technical and business stakeholders.
• Experience managing multiple opportunities in a fast-paced sales environment.

Responsibilities

• Own the full sales cycle from prospecting through close across defined territory.
• Generate new business through outbound, inbound, and partner collaboration.
• Grow existing customer relationships by identifying expansion opportunities.
• Conduct discovery conversations to understand challenges and position solutions.
• Partner with Sales Engineers, Customer Success, and Marketing to deliver demos and outcomes.
• Build and maintain a healthy pipeline and accurate Salesforce forecasts.

Skills

Consultative selling

Full-cycle SaaS sales

Discovery

Relationship building

Quota attainment

B2B software sales

Education

Bachelor’s degree or equivalent professional experience

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Outreach

Job description

• 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
• 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
• 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
• 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

Benefits

• Full Medical, Dental & Vision Plans
• 401k Match
• Wellness Reimbursement
• Paid Community Service Day
• Company Sponsored Events
• Medical
• Pension
• Sports Club Membership (Locations Vary)
• Benefits Package

Familiarity with Salesforce, LinkedIn Sales Navigator, ZoomInfo, Outreach, or similar sales technologiesStrong prospecting, discovery, and consultative selling skillsBachelor’s degree or equivalent professional experience2-4 years of full-cycle SaaS sales experience with a history of meeting or exceeding quotaExperience selling B2B software solutions; experience selling developer tools, DevOps, QA, or testing solutions is a plusAbility to build relationships with technical and business stakeholdersExperience managing multiple opportunities in a fast-paced sales environment