Enterprise Major Accounts Executive — Hybrid

Stoplight, Inc.; Somerville (MA); Presencial; USD 135.000 - 165.000; Jornada completa

Descripción de la vacante

SmartBear, a leader in software quality and DevOps tools, is seeking a Major Account Executive to drive large, strategic opportunities. You will build executive-level relationships, map stakeholders, and guide multi-stage deals from discovery through close.

Ideal candidates bring 5–7 years in software sales, strong pipeline discipline, and comfort discussing technical platform solutions with engineering and IT leaders. Location in Somerville, MA, with a hybrid work model.

Formación

• 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.

Responsabilidades

• 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.

Descripción del empleo

SmartBear, a leader in software quality and DevOps tools, is seeking a Major Account Executive to drive large, strategic opportunities. You will build executive-level relationships, map stakeholders, and guide multi-stage deals from discovery through close.

Ideal candidates bring 5–7 years in software sales, strong pipeline discipline, and comfort discussing technical platform solutions with engineering and IT leaders. Location in Somerville, MA, with a hybrid work model.