Account Executive III

SmartBear•Somerville, MA

2d•Hybrid

About The Position

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. SmartBear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com , or follow us on LinkedIn, X, and Reddit. 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. Account Executive III, Functional Test Drive strategic revenue growth by introducing modern AI-powered test automation through SmartBear’s TestComplete platforms. Build and expand relationships with engineering, QA, and product leaders while managing complex sales cycles across mid-market and enterprise accounts. Consistently exceed quota by identifying high‑impact opportunities, delivering consultative value, and positioning TestComplete as a critical part of customers’ quality engineering strategy. Product Intro TestComplete is SmartBear's flagship product for UI testing. It is the tried and true, trusted solution for thousands of software developers and QA teams around the world. TestComplete empowers users to create reliable and repeatable functional tests via scripting, record and replay and LLM natural language for desktop and browser applications. As AI has increased the speed of development, the need for reliable testing tools like TestComplete has grown steadily in recent years. About the Role Own the full sales cycle from prospecting through close for TestComplete and Reflect within install base and net new accounts. Develop new business opportunities through strategic outbound prospecting, partner collaboration, and inbound demand. Expand revenue within existing accounts by identifying additional teams and use cases for Reflect adoption. Act as a trusted advisor to engineering and QA leaders, helping them modernize testing strategies with AI-driven automation. Collaborate with Sales Engineers, Customer Success, and Marketing to deliver compelling product demonstrations and successful customer outcomes. Accurately forecast pipeline and revenue while consistently achieving and exceeding quarterly and annual sales targets.

Requirements

2+ years of SaaS sales experience with a track record of exceeding quota.
Experience selling developer tools, DevOps, QA, or testing solutions to technical buyers.
Strong discovery and consultative selling skills with the ability to engage engineering and technical stakeholders.
Experience managing complex sales cycles with multiple stakeholders.
Familiarity with sales tools such as Salesforce, LinkedIn Sales Navigator, ZoomInfo, or Outreach.
Bachelor’s degree or equivalent professional experience.

Responsibilities

Own the full sales cycle from prospecting through close for TestComplete and Reflect within install base and net new accounts.
Develop new business opportunities through strategic outbound prospecting, partner collaboration, and inbound demand.
Expand revenue within existing accounts by identifying additional teams and use cases for Reflect adoption.
Act as a trusted advisor to engineering and QA leaders, helping them modernize testing strategies with AI-driven automation.
Collaborate with Sales Engineers, Customer Success, and Marketing to deliver compelling product demonstrations and successful customer outcomes.
Accurately forecast pipeline and revenue while consistently achieving and exceeding quarterly and annual sales targets.