Strategic Account Executive

SmartBear•Somerville, MA

5d•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.

Requirements

5+ years of enterprise software sales experience.
Success selling complex technology solutions into large enterprise organizations.
Demonstrated success building relationships with executive stakeholders across technical and business organizations.
Experience developing and executing strategic account plans across complex enterprise organizations.
Familiarity with modern software development practices including DevOps, testing, API management, or application security.
Strong account planning, forecasting, and negotiation skills.
Excellent communication and presentation skills.

Responsibilities

Own and grow a portfolio of strategic enterprise and global accounts through expansion, retention, and net-new business.
Build trusted executive relationships that position SmartBear as a long-term strategic partner.
Develop and execute account strategies that maximize customer value, adoption, and revenue growth.
Own a portfolio of named strategic and global accounts.
Drive new business, cross-sell, upsell, and renewal opportunities.
Create and execute multi-year account plans aligned to customer business objectives.
Build executive-level relationships and act as a trusted advisor.
Lead complex enterprise sales cycles and negotiations.
Coordinate internal resources including Sales Engineering, Customer Success, Product, and Leadership to drive successful customer outcomes.
Partner cross-functionally to deliver exceptional customer outcomes.
Maintain accurate forecasts, opportunity plans, and executive visibility into account health and growth opportunities.