Major Account Executive I

SmartBear•Somerville, MA

3d•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 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 open source tools are downloaded more than 100 million times a month and have earned over 30,000 GitHub stars from the developer community. With its best-loved brands, including Swagger, TestComplete, Reflect, QMetry, Zephyr, and more, 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. Major Account Executive I, Reflect Drive net-new and expansion revenue across a portfolio of major enterprise accounts for SmartBear’s Reflect product. Lead consultative, value-based sales cycles with business and technical stakeholders, building the skills to manage increasingly complex enterprise opportunities. Partner with Sales Engineering, Marketing, Customer Success, and Product to accelerate adoption, customer value, and long-term account growth. Product Intro Reflect is SmartBear’s no-code, cloud-based test automation platform designed to help teams create, execute, and maintain reliable end-to-end tests with speed and simplicity. Built for modern development teams, Reflect leverages intelligent automation to reduce test flakiness and maintenance overhead while accelerating release cycles. It empowers QA, developers, and product teams to collaborate effectively and ensure high-quality user experiences across web applications. About the role Own a portfolio of major accounts, driving new logo acquisition and expansion opportunities for Reflect. Manage the full sales cycle from prospecting through close, engaging business, technical, and executive stakeholders and coordinating internal resources as needed. Develop account and opportunity plans that connect Reflect’s capabilities to customer priorities, testing challenges, and measurable business outcomes. Partner with Sales Engineering to deliver product demonstrations, technical evaluations, and proof-of-concept engagements that advance opportunities. Collaborate with Customer Success to support strong customer outcomes, identify expansion opportunities, and build durable account relationships. Maintain an accurate pipeline and forecast, demonstrate strong CRM discipline, and consistently execute against activity, pipeline, and revenue goals.

Requirements

5+ years of B2B SaaS sales experience, including success managing full-cycle opportunities in mid-market or enterprise environments.
A consistent record of meeting or exceeding quota and developing pipeline through a combination of outbound prospecting, account development, and partner or marketing-generated opportunities.
Experience selling software solutions to QA, Engineering, DevOps, Platform Engineering, Product, or other technology stakeholders.
Ability to navigate multi-stakeholder sales processes, including technical evaluations, procurement, legal, and commercial negotiations.
Strong business acumen and communication skills, with the ability to connect product capabilities to customer challenges, business value, and ROI.
Experience with MEDDICC or a similar sales methodology, along with disciplined CRM, pipeline, and forecast management.

Responsibilities

Drive net-new and expansion revenue across a portfolio of major enterprise accounts for SmartBear’s Reflect product.
Lead consultative, value-based sales cycles with business and technical stakeholders, building the skills to manage increasingly complex enterprise opportunities.
Partner with Sales Engineering, Marketing, Customer Success, and Product to accelerate adoption, customer value, and long-term account growth.
Own a portfolio of major accounts, driving new logo acquisition and expansion opportunities for Reflect.
Manage the full sales cycle from prospecting through close, engaging business, technical, and executive stakeholders and coordinating internal resources as needed.
Develop account and opportunity plans that connect Reflect’s capabilities to customer priorities, testing challenges, and measurable business outcomes.
Partner with Sales Engineering to deliver product demonstrations, technical evaluations, and proof-of-concept engagements that advance opportunities.
Collaborate with Customer Success to support strong customer outcomes, identify expansion opportunities, and build durable account relationships.
Maintain an accurate pipeline and forecast, demonstrate strong CRM discipline, and consistently execute against activity, pipeline, and revenue goals.