Enterprise Major Account Executive – Hybrid & Growth Focus

SmartBear; Somerville (MA); Hybrid; USD 90,000 - 170,000; Full time

Benefits offered by this job

Professional development opportunities

Hybrid work options

Competitive compensation package with

Health, dental, vision, and wellness

Job summary

SmartBear in Somerville, MA is seeking a Major Account Executive I to own a defined enterprise territory, drive net-new logos, and accelerate software integrity deals. You will build relationships with engineering, DevOps, QA, and IT leaders, guiding customers through complex buying decisions from initial engagement to close.

The role partners with Sales Engineering and Marketing to deliver tailored demonstrations and measurable business value, maintain accurate forecasting, and position

Qualifications

• 4–6 years of quota‑carrying SaaS or enterprise software sales experience.
• Experience managing complex, full‑cycle enterprise sales opportunities.
• Proven track record of pipeline development and quota attainment.
• Experience engaging engineering, DevOps, QA, IT stakeholders in enterprise
• Strong executive communication and negotiation skills.
• Familiarity with MEDDPICC/Challenger methodologies preferred.
• Bachelor’s degree or equivalent professional experience.

Responsibilities

• Own the full enterprise sales cycle from prospecting to closing new logo opportunities.
• Build relationships with engineering, DevOps, QA, and IT leaders to align SmartBear solutions with business priorities.
• Develop territory and account plans to grow pipeline and expand opportunities in enterprise organizations.
• Partner with Sales Engineering, Marketing, Customer Success, and Product teams to deliver tailored demos and business value.
• Maintain accurate forecasting, pipeline management, and CRM hygiene.
• Position SmartBear’s Application Integrity platform against competitors through value‑based selling.

Skills

Quota carrying

SaaS sales

Enterprise sales

Prospecting

Executive communication

Sales cycles

Education

Bachelor's degree

Tools

Salesforce

LinkedIn Sales Navigator

Outreach

Gong

Job description

SmartBear in Somerville, MA is seeking a Major Account Executive I to own a defined enterprise territory, drive net-new logos, and accelerate software integrity deals. You will build relationships with engineering, DevOps, QA, and IT leaders, guiding customers through complex buying decisions from initial engagement to close.

The role partners with Sales Engineering and Marketing to deliver tailored demonstrations and measurable business value, maintain accurate forecasting, and position