Major Account Executive - Swagger

SmartBear; Somerville (MA); On-site; 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

Somerville, Massachusetts, United States

SmartBear delivers application integrity for modern tech stacks, providing continuous, measurable assurance that software works as intended across AI-scale environments.

Major Account Executive I

• Drive new logo acquisition in enterprise organizations for SmartBear's Application Integrity platform.
• Build trusted relationships with engineering, DevOps, QA, and IT leaders while managing complex enterprise sales cycles.
• Help customers modernize software delivery through SmartBear's industry‑leading solutions.

About the Role

As a Major Account Executive I, you will own a defined territory of enterprise accounts, driving net‑new business while helping organizations improve software quality and developer productivity. You’ll partner with technical and executive stakeholders to understand their business challenges, position SmartBear’s portfolio of solutions, and guide customers through complex buying decisions from initial engagement through close.

Responsibilities

• Own the full enterprise sales cycle, from outbound prospecting through contract negotiation and closing new logo opportunities.
• Build relationships with engineering, QA, DevOps, and IT leaders to understand business priorities and align SmartBear solutions to customer needs.
• Develop territory and account plans that create pipeline growth and expand opportunities within target enterprise organizations.
• Partner with Sales Engineering, Marketing, Customer Success, and Product teams to deliver tailored demonstrations, business value, and successful customer outcomes.
• Maintain accurate forecasting, pipeline management, and CRM hygiene while consistently progressing opportunities through the sales process.
• Position SmartBear’s Application Integrity platform against competitive solutions through consultative, value‑based selling.

Qualifications

• 4–6 years of quota‑carrying SaaS or enterprise software sales experience.
• At least 2 years of experience managing complex, full‑cycle enterprise sales opportunities.
• A demonstrated track record of prospecting, building pipeline, and consistently achieving or exceeding quota.
• Experience engaging engineering, DevOps, QA, IT, or other technical stakeholders within enterprise organizations.
• Strong executive communication, presentation, negotiation, and relationship‑building skills.
• Experience with Salesforce, LinkedIn Sales Navigator, Outreach, Gong, or similar sales technologies.
• Familiarity with MEDDPICC, MEDDICC, Challenger, or comparable enterprise sales methodologies is preferred.
• Bachelor’s degree or equivalent professional experience.

Benefits

• Professional development opportunities and an inclusive, collaborative culture.
• Hybrid work options and flexible time off.
• A competitive compensation package including base salary and commission.
• Health, dental, vision, and wellness benefits.

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.