Major Account Executive
About The Position
The Major Account Executive acquires new major and enterprise customers by building relationships across engineering, DevOps, QA, IT, and business leadership. This role owns complex, consultative sales cycles from account strategy and prospecting through evaluation, negotiation, and close, positioning SmartBear’s software quality and development solutions around customer priorities and coordinating with internal specialists across the portfolio. The position develops and executes strategic account plans to penetrate large, complex organizations and create net-new business opportunities. It engages Directors, VPs, and senior technology leaders to understand software delivery priorities, challenges, and investment criteria; manages a qualified pipeline and accurate forecasts; and delivers against assigned new-business revenue targets. The Account Executive partners with Sales Engineering, Marketing, Product, and Customer Success to articulate value and coordinate customer engagements, selecting relevant SmartBear capabilities based on each prospect’s needs rather than being limited to a single product or sales team.
Requirements
- 5–7 years of software sales experience, including at least 2 years closing complex enterprise deals.
- Demonstrated success creating pipeline, navigating multiple stakeholders, and winning net-new business in large organizations.
- Strong consultative discovery, executive communication, negotiation, and account-planning skills.
- Experience discussing technical or platform-based solutions with engineering, DevOps, IT, or related buyers.
- Disciplined pipeline management and familiarity with Salesforce, Outreach, or LinkedIn Sales Navigator.
- A bachelor’s degree or equivalent experience.
Nice To Haves
- Software sales experience in SaaS, DevOps, developer tools, or enterprise software.
Responsibilities
- Develop and execute strategic account plans to penetrate large, complex organizations and create net-new business opportunities.
- Own the full enterprise sales cycle, including prospecting, discovery, stakeholder mapping, solution evaluation, commercial negotiation, and closing.
- Engage Directors, VPs, and senior technology leaders to understand software delivery priorities, challenges, and investment criteria.
- Build and manage a qualified pipeline, maintain accurate forecasts, and deliver against assigned new-business revenue targets.
- Partner with Sales Engineering, Marketing, Product, and Customer Success to articulate value and coordinate effective customer engagements.
- Position relevant SmartBear capabilities based on each prospect’s needs, without being limited to a single product or sales team.
- Build relationships across engineering, DevOps, QA, IT, and business leadership.
Benefits
- Performance-based bonuses for eligible roles.
- Generous benefits package supporting employees’ health and well-being.
- Flexible time off.
- Hybrid work options.
- Professional development opportunities.
- Employees are encouraged to take their birthdays off.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
