Strategic Account Executive

Capital Factory; Somerville (MA); Hybrid; USD 216,000 - 264,000; Full time

Job summary

SmartBear seeks a Strategic Account Executive to own and grow a portfolio of strategic enterprise and global accounts, driving expansion, retention, and net-new revenue. You will build trusted executive relationships and develop account strategies to maximize value, adoption, and growth across large organizations.

You will lead multi-year account plans, coordinate across Sales Engineering, Customer Success, Product, and Leadership, and drive negotiations, renewals, and cross-sell 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.
• 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.
• Own a portfolio of named strategic and global accounts.
• 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 relationships

Strategic account planning

Forecasting

Negotiation

Job description

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.

Strategic Account Executive

Key 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.
• Own a portfolio of named strategic and global accounts.
• 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.

Benefits

• 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 celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

EEO & Inclusion

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.

Compensation

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): $240,000 USD – $240,000 USD