Senior Major Account Executive (Swagger Expansion)

SmartBear; Somerville (MA); On-site; USD 150,000 - 200,000; Full time

Benefits offered by this job

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

Job summary

SmartBear in Somerville, MA is seeking an enterprise software sales leader to own expansion across top customers, expanding Swagger and the API lifecycle across multiple teams and executives.

You will drive multi-threaded sales cycles, align API strategy with business outcomes, and orchestrate cross-functional resources to deliver durable growth and multi-year account plans.

Qualifications

• 7+ years SaaS/enterprise software sales with quota.
• Experience expanding strategic or major enterprise accounts.
• Experience selling to engineering and IT leaders.

Responsibilities

• Own expansion across enterprise accounts, growing Swagger adoption.
• Lead multi-threaded SaaS sales cycles aligning API strategy with business outcomes.
• Serve as senior commercial partner shaping account strategy and cross-functional orchestration.
• Advance Swagger adoption aligning API quality with business goals.
• Develop multi-year account plans to grow Swagger and SmartBear.
• Coordinate cross-functional teams to navigate complex buying processes.
• Maintain pipeline management and independent deal-structure judgment.

Skills

Strategic planning

Executive comms

Negotiation

Business case

Value-based selling

Tools

Salesforce

MEDDPICC

MEDDICC

Challenger

Job description

• Own strategic expansion across SmartBear’s largest and most complex enterprise customers, growing Swagger and broader API lifecycle adoption across multiple teams, business units, and executive stakeholders
• Lead sophisticated, multi-threaded sales cycles by connecting API strategy, developer productivity, governance, and application integrity priorities to measurable business outcomes
• Serve as a senior commercial partner to customers and internal teams, shaping account strategy, identifying whitespace, and orchestrating cross-functional resources to deliver durable growth
• Swagger helps organizations design, document, test, and standardize APIs across the API lifecycle
• In this role, you will help major enterprise customers expand Swagger adoption by connecting API quality, governance, developer experience, and delivery priorities to broader business outcomes
• Own expansion strategy and commercial outcomes across a portfolio of major enterprise accounts, identifying whitespace and developing multi-year account plans that grow Swagger and the broader SmartBear platform
• Lead complex, multi-threaded sales cycles involving engineering, platform, architecture, DevOps, security, procurement, and executive stakeholders across multiple business units and geographies
• Develop executive-level relationships and act as a strategic advisor, translating customer API, software delivery, governance, and application integrity priorities into compelling business cases and expansion opportunities
• Create and execute sophisticated account strategies using customer insights, product usage signals, organizational mapping, competitive intelligence, and value-based selling to prioritize and progress opportunities
• Orchestrate Sales Engineering, Customer Success, Product, Marketing, Legal, and leadership resources to navigate complex buying processes, remove obstacles, and deliver a coordinated enterprise customer experience
• Maintain rigorous pipeline management and forecasting while exercising independent judgment on deal strategy, commercial structure, negotiation, risk, and resource allocation across high-value opportunities

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

Strong strategic account planning, executive communication, negotiation, business-case development, and value-based selling skills, with the judgment to lead high-impact opportunities independentlyExperience selling to engineering, platform, DevOps, API, QA, architecture, or IT leaders; familiarity with API lifecycle management, developer tooling, or software delivery is strongly preferred7+ years of quota-carrying SaaS or enterprise software sales experience, including significant experience expanding complex strategic or major enterprise accountsProficiency with Salesforce and modern sales technologies, plus experience applying MEDDPICC, MEDDICC, Challenger, or a comparable enterprise sales methodologyDemonstrated ability to navigate sophisticated enterprise buying environments, build relationships across technical and executive audiences, and influence multiple stakeholders with differing prioritiesA sustained track record of achieving or exceeding quota through account expansion, cross-sell, upsell, and multi-year enterprise agreements with large, complex organizations