Senior Major Account Executive II - Swagger Expansion

SmartBear•Somerville, MA

19h•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. Senior Major Account Executive II – Swagger Expansion Own strategic expansion across SmartBear’s largest and most complex enterprise customers, growing Swagger and broader API lifecycle adoption across multiple teams, business units, and executive stakeholders. Lead sophisticated, multi-threaded sales cycles by connecting API strategy, developer productivity, governance, and application integrity priorities to measurable business outcomes. Serve as a senior commercial partner to customers and internal teams, shaping account strategy, identifying whitespace, and orchestrating cross-functional resources to deliver durable growth. Swagger - Swagger helps organizations design, document, test, and standardize APIs across the API lifecycle. In this role, you will help major enterprise customers expand Swagger adoption by connecting API quality, governance, developer experience, and delivery priorities to broader business outcomes. About the Role Own expansion strategy and commercial outcomes across a portfolio of major enterprise accounts, identifying whitespace and developing multi-year account plans that grow Swagger and the broader SmartBear platform. Lead complex, multi-threaded sales cycles involving engineering, platform, architecture, DevOps, security, procurement, and executive stakeholders across multiple business units and geographies. Develop executive-level relationships and act as a strategic advisor, translating customer API, software delivery, governance, and application integrity priorities into compelling business cases and expansion opportunities. Create and execute sophisticated account strategies using customer insights, product usage signals, organizational mapping, competitive intelligence, and value-based selling to prioritize and progress opportunities. Orchestrate Sales Engineering, Customer Success, Product, Marketing, Legal, and leadership resources to navigate complex buying processes, remove obstacles, and deliver a coordinated enterprise customer experience. Maintain rigorous pipeline management and forecasting while exercising independent judgment on deal strategy, commercial structure, negotiation, risk, and resource allocation across high-value opportunities.

Requirements

7+ years of quota-carrying SaaS or enterprise software sales experience, including significant experience expanding complex strategic or major enterprise accounts.
A sustained track record of achieving or exceeding quota through account expansion, cross-sell, upsell, and multi-year enterprise agreements with large, complex organizations.
Demonstrated ability to navigate sophisticated enterprise buying environments, build relationships across technical and executive audiences, and influence multiple stakeholders with differing priorities.
Strong strategic account planning, executive communication, negotiation, business-case development, and value-based selling skills, with the judgment to lead high-impact opportunities independently.
Experience selling to engineering, platform, DevOps, API, QA, architecture, or IT leaders; familiarity with API lifecycle management, developer tooling, or software delivery is strongly preferred.
Proficiency with Salesforce and modern sales technologies, plus experience applying MEDDPICC, MEDDICC, Challenger, or a comparable enterprise sales methodology.

Nice To Haves

Familiarity with API lifecycle management, developer tooling, or software delivery is strongly preferred.

Responsibilities

Own strategic expansion across SmartBear’s largest and most complex enterprise customers, growing Swagger and broader API lifecycle adoption across multiple teams, business units, and executive stakeholders.
Lead sophisticated, multi-threaded sales cycles by connecting API strategy, developer productivity, governance, and application integrity priorities to measurable business outcomes.
Serve as a senior commercial partner to customers and internal teams, shaping account strategy, identifying whitespace, and orchestrating cross-functional resources to deliver durable growth.
Own expansion strategy and commercial outcomes across a portfolio of major enterprise accounts, identifying whitespace and developing multi-year account plans that grow Swagger and the broader SmartBear platform.
Lead complex, multi-threaded sales cycles involving engineering, platform, architecture, DevOps, security, procurement, and executive stakeholders across multiple business units and geographies.
Develop executive-level relationships and act as a strategic advisor, translating customer API, software delivery, governance, and application integrity priorities into compelling business cases and expansion opportunities.
Create and execute sophisticated account strategies using customer insights, product usage signals, organizational mapping, competitive intelligence, and value-based selling to prioritize and progress opportunities.
Orchestrate Sales Engineering, Customer Success, Product, Marketing, Legal, and leadership resources to navigate complex buying processes, remove obstacles, and deliver a coordinated enterprise customer experience.
Maintain rigorous pipeline management and forecasting while exercising independent judgment on deal strategy, commercial structure, negotiation, risk, and resource allocation across high-value opportunities.