Account Executive III
About The Position
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. 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. 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
- 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.
- 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.
Benefits
- Performance-based bonuses
- Generous benefits package that supports employees’ health and well-being
- Flexible time off
- Hybrid work options
- Professional development opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
