Major Account Executive I

SmartBear; Somerville (MA); On-site; USD 135,000 - 165,000; Full time

Benefits offered by this job

Birthday off

Hybrid work options

Collaborative culture

Job summary

SmartBear in Somerville, MA is seeking a Major Account Executive I for Reflect to lead new logo acquisition and expansion across enterprise accounts. You will own the full sales cycle, engaging business and technical stakeholders to build compelling value and long-term relationships.

You will partner with Sales Engineering and Customer Success to deliver demos, evaluations, and proofs of concept, align Reflect capabilities with customer priorities, and maintain accurate pipeline and forecast to

Qualifications

• 5+ years of B2B SaaS sales experience in mid-market or enterprise environments.
• History of meeting or exceeding quota and building pipeline from outbound, account development, or partnerships.
• Experience selling software to QA, Engineering, DevOps, Platform Engineering, Product, or similar stakeholders.
• Able to navigate multi-stakeholder sales processes including procurement and negotiations.
• Strong business acumen and ability to connect product value to ROI.

Responsibilities

• Own a portfolio of major accounts, driving new logo acquisition and expansion for Reflect.
• Manage the full sales cycle from prospecting through close with business, technical, and executive stakeholders.
• Develop account and opportunity plans linking Reflect’s capabilities to customer priorities and outcomes.
• Partner with Sales Engineering to deliver demos, technical evaluations, and proof-of-concept engagements.
• Collaborate with Customer Success to support outcomes, identify expansion opportunities, and build durable relationships.
• Maintain an accurate pipeline and forecast, demonstrate CRM discipline, and hit activity, pipeline, and revenue goals.

Skills

B2B SaaS sales

Quota attainment

Multi-stakeholder sales

Technical stakeholder sales

CRM discipline

MEDDICC

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 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 open source tools are downloaded more than 100 million times a month and have earned over 30,000 GitHub stars from the developer community. With its best-loved brands, including Swagger, TestComplete, Reflect, QMetry, Zephyr, and more, 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. At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.

Major Account Executive I, Reflect

• Drive net-new and expansion revenue across a portfolio of major enterprise accounts for SmartBear’s Reflect product.
• Lead consultative, value-based sales cycles with business and technical stakeholders, building the skills to manage increasingly complex enterprise opportunities.
• Partner with Sales Engineering, Marketing, Customer Success, and Product to accelerate adoption, customer value, and long-term account growth.

Product Intro

Reflect is SmartBear’s no-code, cloud-based test automation platform designed to help teams create, execute, and maintain reliable end-to-end tests with speed and simplicity. Built for modern development teams, Reflect leverages intelligent automation to reduce test flakiness and maintenance overhead while accelerating release cycles. It empowers QA, developers, and product teams to collaborate effectively and ensure high-quality user experiences across web applications.

About the role

• 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.

We are looking for you if you have

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

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. The Annual 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): : $150,000 USD - $150,000 USD