Major Account Executive

SmartBear; Somerville (MA); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Medical

401k Match

Wellness Reimbursement

Paid Community Service Day

Company Sponsored Events

Medical

Pension

Sports Club Membership (Locations Vary

Benefits Package

Job summary

Reflect in Somerville, MA is seeking an experienced Enterprise Sales professional to own a portfolio of major accounts and drive new logo acquisition and expansions. You will manage the full sales cycle, coordinating technical and executive stakeholders, and align Reflect’s capabilities with customer priorities to deliver measurable business outcomes.

You will partner with Sales Engineering and Customer Success to demonstrate value, navigate multi-stakeholder involvement, and maintain a precise

Qualifications

• Ability to navigate multi-stakeholder sales processes.
• Strong business acumen and communication skills.
• Proven track record of meeting or exceeding quotas and developing pipeline.

Responsibilities

• Own a portfolio of major accounts, driving new logo acquisition and expansion opportunities for Reflect.
• Manage the full sales cycle from prospecting through close, engaging business, technical, and executive stakeholders and coordinating internal resources as needed.
• Develop account and opportunity plans that connect Reflect’s capabilities to customer priorities, testing challenges, and measurable business outcomes.
• Partner with Sales Engineering to deliver product demonstrations, technical evaluations, and proof-of-concept engagements that advance opportunities.
• Collaborate with Customer Success to support strong customer outcomes, identify expansion opportunities, and build durable account relationships.
• Maintain an accurate pipeline and forecast, demonstrate strong CRM discipline, and consistently execute against activity, pipeline, and revenue goals.

Skills

Account ownership

Full sales cycle

CRM discipline

MEDDICC

Multi-stakeholder sales

Outbound prospecting

Job description

• Own a portfolio of major accounts, driving new logo acquisition and expansion opportunities for Reflect
• Manage the full sales cycle from prospecting through close, engaging business, technical, and executive stakeholders and coordinating internal resources as needed
• Develop account and opportunity plans that connect Reflect’s capabilities to customer priorities, testing challenges, and measurable business outcomes
• Partner with Sales Engineering to deliver product demonstrations, technical evaluations, and proof-of-concept engagements that advance opportunities
• Collaborate with Customer Success to support strong customer outcomes, identify expansion opportunities, and build durable account relationships
• Maintain an accurate pipeline and forecast, demonstrate strong CRM discipline, and consistently execute against activity, pipeline, and revenue goals

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

Ability to navigate multi-stakeholder sales processes, including technical evaluations, procurement, legal, and commercial negotiationsStrong business acumen and communication skills, with the ability to connect product capabilities to customer challenges, business value, and ROIA consistent record of meeting or exceeding quota and developing pipeline through a combination of outbound prospecting, account development, and partner or marketing-generated opportunitiesExperience with MEDDICC or a similar sales methodology, along with disciplined CRM, pipeline, and forecast managementExperience selling software solutions to QA, Engineering, DevOps, Platform Engineering, Product, or other technology stakeholders5+ years of B2B SaaS sales experience, including success managing full-cycle opportunities in mid-market or enterprise environments