Senior Major Account Executive II

SmartBear Software•Somerville, MA

2d•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. Senior Major Account Executive II, Reflect Drive net-new and expansion revenue across strategic enterprise accounts for SmartBear’s Reflect product Own complex, multi-stakeholder sales cycles with a focus on value-based selling and long-term partnerships Collaborate cross-functionally with Product, Marketing, and Customer Success to accelerate growth in test automation 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 territory of major enterprise accounts, driving new logo acquisition and expansion revenue for Reflect Manage complex sales cycles from prospecting through close, engaging C-level and technical stakeholders Develop and execute account plans aligned to customer business outcomes and digital transformation initiatives Partner with Sales Engineering to deliver compelling product demonstrations and technical validation Collaborate with Customer Success to ensure successful onboarding, adoption, and expansion opportunities Accurately forecast pipeline and revenue while maintaining disciplined CRM hygiene

Requirements

8+ years of enterprise SaaS sales experience, with a strong track record of exceeding quota
Experience selling to QA, DevOps, or engineering leaders within complex organizations
Proven ability to manage multi-threaded deals and navigate long sales cycles
Strong business acumen with the ability to articulate ROI and value-based outcomes
Excellent communication, negotiation, and executive presence

Nice To Haves

Experience with MEDDICC or similar sales methodologies preferred

Responsibilities

Drive net-new and expansion revenue across strategic enterprise accounts for SmartBear’s Reflect product
Own complex, multi-stakeholder sales cycles with a focus on value-based selling and long-term partnerships
Collaborate cross-functionally with Product, Marketing, and Customer Success to accelerate growth in test automation
Own a territory of major enterprise accounts, driving new logo acquisition and expansion revenue for Reflect
Manage complex sales cycles from prospecting through close, engaging C-level and technical stakeholders
Develop and execute account plans aligned to customer business outcomes and digital transformation initiatives
Partner with Sales Engineering to deliver compelling product demonstrations and technical validation
Collaborate with Customer Success to ensure successful onboarding, adoption, and expansion opportunities
Accurately forecast pipeline and revenue while maintaining disciplined CRM hygiene

Benefits

You can grow your career at every level.
We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
We are guided by a People and Culture organization - an important distinction for us.
We think about our team holistically – the whole person.
We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.
Our main goal at SmartBear is to make our technology-driven world a better place.
SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.
SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity.
We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws.
We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.
This includes performance-based bonuses for eligible roles, a generous benefits package that supports employees’ health and well-being, and promotes work-life balance through flexible time off and hybrid work options.
You can build your career at SmartBear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.