Senior Major Account Executive II — Reflect (Hybrid)

SmartBear; Somerville (MA); Hybrid; USD 198,000 - 242,000; Full time

Job summary

SmartBear in Somerville, MA, is seeking an experienced Senior Major Account Executive I for Reflect. You will own a portfolio of major enterprise accounts, drive new logos and expansion opportunities, and lead multi-stakeholder sales cycles from prospecting through close.

You will collaborate with Sales Engineering, Marketing, Customer Success, and Product to deliver compelling demonstrations, map business value, and align Reflect's capabilities with digital transformation goals for Fortune

Qualifications

• 8+ years of enterprise SaaS sales experience with a quota track record.
• Experience selling into Fortune 1000 or large enterprise organizations with multiple decision makers.
• Proven ability to navigate complex procurement processes and executive-level negotiations.
• Experience with MEDDICC (or similar enterprise sales methodology) and disciplined pipeline management.

Responsibilities

• Own a portfolio of major enterprise accounts, driving new logos and expansion opportunities for Reflect.
• Lead complex, multi-threaded sales cycles from prospecting through close, engaging executive, business, and technical stakeholders.
• Develop strategic account plans that align Reflect's capabilities with customer business objectives and digital transformation initiatives.
• Partner with Sales Engineering to lead compelling product demonstrations, technical evaluations, and proof-of-concept engagements.
• Collaborate with Customer Success to maximize customer outcomes, identify expansion opportunities, and drive long-term account growth.
• Maintain an accurate pipeline and forecast while demonstrating strong CRM discipline and contributing to regional sales strategy.

Skills

Enterprise SaaS sales

Complex enterprise deals

Executive negotiations

MEDDICC knowledge

Pipeline management

Cross-functional collaboration

CRM discipline

Tools

Salesforce

Job description

SmartBear in Somerville, MA, is seeking an experienced Senior Major Account Executive I for Reflect. You will own a portfolio of major enterprise accounts, drive new logos and expansion opportunities, and lead multi-stakeholder sales cycles from prospecting through close.

You will collaborate with Sales Engineering, Marketing, Customer Success, and Product to deliver compelling demonstrations, map business value, and align Reflect's capabilities with digital transformation goals for Fortune