Account Executive III

SmartBear • Somerville, MA

6d • Hybrid

About The Position

Account Executive III, Reflect
· Drive strategic revenue growth by introducing modern AI-powered test automation through SmartBear’s Reflect platform.
· 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 Reflect as a critical part of customers’ quality engineering strategy.
Product Intro
Reflect is SmartBear’s AI-powered, no-code test automation platform designed to help modern engineering teams create, maintain, and scale end-to-end tests faster. Reflect allows teams to build reliable automated tests without complex scripting, dramatically reducing the time and effort required to maintain testing frameworks.
Using powerful browser-based testing, intelligent element detection, and AI-assisted test maintenance, Reflect enables development and QA teams to move quickly without sacrificing quality. The platform empowers organizations to increase release velocity, reduce flaky tests, and deliver exceptional digital experiences with confidence.
Go to our product page if you want to know more about Reflect.
About the Role
· Own the full sales cycle from prospecting through close for Reflect within assigned mid-market and enterprise 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

• 5+ 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

• Drive strategic revenue growth by introducing modern AI-powered test automation through SmartBear’s Reflect platform.
• 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 Reflect as a critical part of customers’ quality engineering strategy.
• Own the full sales cycle from prospecting through close for Reflect within assigned mid-market and enterprise 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.

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 think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees