Sales Manager, Swagger

SmartBear•Somerville, MA

11d•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. Sales Manager, Swagger Lead and develop a high-performing North American Swagger sales team focused on driving enterprise SaaS revenue growth. Execute strategic sales initiatives across customer acquisition, expansion, and cross-sell opportunities within SmartBear’s top accounts. Build and scale a culture of operational excellence, consultative selling, and forecast accuracy in a fast-paced environment. Product Intro Swagger powers the world’s leading API development and documentation ecosystem, helping organizations design, standardize, document, test, and govern APIs at scale. Trusted by millions of developers worldwide, Swagger enables teams to accelerate API adoption while improving collaboration, consistency, and software quality across the development lifecycle. As part of SmartBear’s API portfolio, Swagger helps organizations modernize application delivery and streamline communication between engineering teams, partners, and customers. About the Role Lead a North American Core Sales team through proven sales methodologies, coaching, and operational rigor. Drive customer acquisition, up-selling, and cross-selling initiatives across SmartBear’s Swagger customer base and top prospects. Develop and execute strategic territory and pipeline plans to accelerate growth, including enterprise deals exceeding $100K. Establish, monitor, and optimize sales funnel metrics while delivering accurate weekly forecasting and reporting. Partner closely with Marketing and cross-functional teams to refine SmartBear’s Swagger value proposition and support revenue generation initiatives. Coach and develop sales representatives to strengthen consultative selling skills, executive-level engagement, and pipeline management. Monitor customer, market, and competitive trends to inform sales strategy and business decisions. Serve as a role model for SmartBear’s values, culture, and leadership expectations.

Requirements

5+ years of SaaS or software sales experience, including 2–4 years of sales leadership experience.
Experience managing and developing high-performing Core or Commercial Sales Representatives in a player-coach environment.
Demonstrated success managing enterprise sales cycles ranging from three to six months.
Proven ability to build executive-level customer and partner relationships in a consultative sales environment.
Strong forecasting, pipeline management, and operational sales discipline.
Excellent communication, collaboration, and interpersonal skills with the ability to influence across teams.
Ability to thrive in a dynamic, fast-paced environment while balancing strategic and operational priorities.
Experience collaborating cross-functionally with Marketing, Customer Success, and Sales Operations teams.

Responsibilities

Lead and develop a high-performing North American Swagger sales team focused on driving enterprise SaaS revenue growth.
Execute strategic sales initiatives across customer acquisition, expansion, and cross-sell opportunities within SmartBear’s top accounts.
Build and scale a culture of operational excellence, consultative selling, and forecast accuracy in a fast-paced environment.
Lead a North American Core Sales team through proven sales methodologies, coaching, and operational rigor.
Drive customer acquisition, up-selling, and cross-selling initiatives across SmartBear’s Swagger customer base and top prospects.
Develop and execute strategic territory and pipeline plans to accelerate growth, including enterprise deals exceeding $100K.
Establish, monitor, and optimize sales funnel metrics while delivering accurate weekly forecasting and reporting.
Partner closely with Marketing and cross-functional teams to refine SmartBear’s Swagger value proposition and support revenue generation initiatives.
Coach and develop sales representatives to strengthen consultative selling skills, executive-level engagement, and pipeline management.
Monitor customer, market, and competitive trends to inform sales strategy and business decisions.
Serve as a role model for SmartBear’s values, culture, and leadership expectations.