Strategic Account Executive

SmartBear; Somerville (MA); On-site; USD 150,000 - 210,000; Full time

Job summary

SmartBear is seeking a Strategic Account Executive to own and grow a portfolio of enterprise and global accounts, driving expansion, retention, and net-new business in a fast-paced tech environment.

You will build executive relationships, develop multi-year account strategies, coordinate with Sales Engineering and Customer Success, and lead complex negotiations to deliver measurable business value.

Qualifications

• 5+ years of enterprise software sales experience.
• Ability to build relationships with executive stakeholders across technical and business units.
• Experience developing and executing strategic account plans across complex enterprise organizations.
• Familiarity with modern software development practices including DevOps, testing, API management, or application security.
• Excellent communication and presentation skills.

Responsibilities

• Own and grow a portfolio of strategic enterprise and global accounts through expansion, retention, and net‑new business.
• Build trusted executive relationships that position SmartBear as a long‑term strategic partner.
• Develop and execute account strategies that maximize customer value, adoption, and revenue growth.
• Build long‑term partnerships with some of SmartBear’s largest customers, helping them expand their use of our platform while identifying new opportunities to deliver business value.
• Drive new business, cross‑sell, upsell, and renewal opportunities.
• Create and execute multi‑year account plans aligned to customer business objectives.
• Build executive‑level relationships and act as a trusted advisor.
• Lead complex enterprise sales cycles and negotiations.
• Coordinate internal resources including Sales Engineering, Customer Success, Product, and Leadership to drive successful customer outcomes.
• Partner cross‑functionally to deliver exceptional customer outcomes.
• Maintain accurate forecasts, opportunity plans, and executive visibility into account health and growth opportunities.

Skills

Enterprise software sales

Executive stakeholder relationships

Strategic account planning

Complex enterprise sales

Negotiation skills

Job description

Somerville, Massachusetts, United States

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.

Strategic Account Executive

• Own and grow a portfolio of strategic enterprise and global accounts through expansion, retention, and net‑new business.
• Build trusted executive relationships that position SmartBear as a long‑term strategic partner.
• Develop and execute account strategies that maximize customer value, adoption, and revenue growth.
• Build long‑term partnerships with some of SmartBear’s largest customers, helping them expand their use of our platform while identifying new opportunities to deliver business value.
• Drive new business, cross‑sell, upsell, and renewal opportunities.
• Create and execute multi‑year account plans aligned to customer business objectives.
• Build executive‑level relationships and act as a trusted advisor.
• Lead complex enterprise sales cycles and negotiations.
• Coordinate internal resources including Sales Engineering, Customer Success, Product, and Leadership to drive successful customer outcomes.
• Partner cross‑functionally to deliver exceptional customer outcomes.
• Maintain accurate forecasts, opportunity plans, and executive visibility into account health and growth opportunities.

Qualifications

• 5+ years of enterprise software sales experience.
• Success selling complex technology solutions into large enterprise organizations.
• Demonstrated success building relationships with executive stakeholders across technical and business organizations.
• Experience developing and executing strategic account plans across complex enterprise organizations.
• Familiarity with modern software development practices including DevOps, testing, API management, or application security.
• Strong account planning, forecasting, and negotiation skills.
• Excellent communication and presentation skills.

Why Join SmartBear

• 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 celebrate our SmartBears and encourage crew members to take their birthdays off.
• Our People and Culture organization drives a supportive work environment.
• We celebrate differences in experiences, viewpoints, and identities, knowing that this leads to better outcomes.

Equal Employment Opportunity

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.