Account Executive II

SmartBear; Somerville (MA); On-site; USD 108,000 - 132,000; Full time

Job summary

SmartBear in Somerville, MA, is seeking an Account Executive II for TestComplete/Reflect to own the full sales cycle across existing and new accounts, driving AI-powered test automation adoption and meeting quarterly quotas.

You will build relationships with technical buyers, run product demos with Sales Engineers, and forecast opportunities in Salesforce while contributing to a collaborative, growth-focused team.

Qualifications

• 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.

Responsibilities

• Own the full sales cycle for TestComplete and Reflect, partnering with customers to modernize their testing strategies through AI-powered automation.
• 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.

Skills

Full-cycle SaaS sales

Prospecting & discovery

Consultative selling

Relationship building

Multi-opportunity management

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Outreach

Education

Bachelor's degree or equivalent

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Outreach

Job description

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 more than 16 million 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 best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com, or follow us on LinkedIn, X, and Reddit.

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.

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.

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. TheAnnual 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 USD - $120,000 USD