Major Account Executive

SmartBear•Somerville, MA

1d•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. Major Account Executive – Swagger Drive net-new enterprise acquisition focused on Swagger and SmartBear’s API Lifecycle Management solutions within Fortune 1000 organizations. Own complex enterprise sales cycles with Engineering, DevOps, Platform Engineering, and IT leaders modernizing API development and governance strategies. Position SmartBear as the strategic partner for scalable API quality, standardization, governance, and developer productivity across modern software organizations. Product Intro Swagger powers the world’s leading API development and lifecycle management initiatives, enabling organizations to design, document, govern, test, and scale APIs with confidence. Trusted by millions of developers and thousands of enterprises globally, Swagger helps engineering teams standardize API development practices, accelerate delivery, improve collaboration, and ensure consistency across distributed systems and microservices architectures. As organizations continue investing in cloud-native development, platform engineering, AI-enabled applications, and digital transformation, APIs sit at the center of innovation. Swagger provides the governance, visibility, and automation teams need to build secure, reusable, and high-quality APIs at scale. This role offers the opportunity to sell one of the most recognized brands in the developer ecosystem while helping customers modernize their API strategy and software delivery practices. About the Role As a Major Account Executive – Swagger you will: Own the full enterprise sales cycle from outbound prospecting through close, focused on net-new logo acquisition within strategic enterprise accounts. Build pipeline through proactive territory development, account-based prospecting, executive outreach, and partnership with Marketing and SDR teams. Engage Directors, VPs, and Heads of Engineering, DevOps, Platform Engineering, and IT to understand API strategy, governance challenges, and modernization initiatives. Position Swagger’s API Lifecycle Management platform as a critical solution for API standardization, governance, collaboration, documentation, and developer productivity. Lead complex discovery conversations, business value alignment, technical evaluations, and commercial negotiations across multiple stakeholders. Collaborate cross-functionally with Sales Engineering, Product, Customer Success, and Marketing to deliver tailored customer experiences and drive successful adoption post-sale.

Requirements

5–7 years of quota-carrying SaaS or enterprise software sales experience with at least 2 years closing complex enterprise deals.
Proven success acquiring net-new enterprise customers and building pipeline within Fortune 1000 or large strategic accounts.
Experience selling developer tools, DevOps, API management, platform engineering, cloud, infrastructure, or technical SaaS solutions.
Strong executive presence with the ability to communicate value to both technical and business stakeholders.
Experience navigating complex enterprise procurement processes and multi-threaded sales motions.
Familiarity with Salesforce, Outreach, LinkedIn Sales Navigator, and modern sales methodologies.
A driven, self-starting, hunter mentality with strong prospecting discipline and a passion for winning competitive enterprise opportunities.
Bachelor’s degree or equivalent professional experience.

Responsibilities

Own the full enterprise sales cycle from outbound prospecting through close, focused on net-new logo acquisition within strategic enterprise accounts.
Build pipeline through proactive territory development, account-based prospecting, executive outreach, and partnership with Marketing and SDR teams.
Engage Directors, VPs, and Heads of Engineering, DevOps, Platform Engineering, and IT to understand API strategy, governance challenges, and modernization initiatives.
Position Swagger’s API Lifecycle Management platform as a critical solution for API standardization, governance, collaboration, documentation, and developer productivity.
Lead complex discovery conversations, business value alignment, technical evaluations, and commercial negotiations across multiple stakeholders.
Collaborate cross-functionally with Sales Engineering, Product, Customer Success, and Marketing to deliver tailored customer experiences and drive successful adoption post-sale.