Major Account Executive

Oct 29, 2026 13 hr. ago

SmartBear Major Account Executive

Acquire new major and enterprise customers by building relationships across engineering, DevOps, QA, IT, and business leadership
Own complex, consultative sales cycles from account strategy and prospecting through evaluation, negotiation, and close
Position SmartBear’s software quality and development solutions around customer priorities, collaborating with internal specialists across the portfolio
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

Strong consultative discovery, executive communication, negotiation, and account-planning skills
Disciplined pipeline management and familiarity with Salesforce, Outreach, or LinkedIn Sales Navigator; a bachelor’s degree or equivalent experience
Demonstrated success creating pipeline, navigating multiple stakeholders, and winning net-new business in large organizations
5–7 years of software sales experience, including at least 2 years closing complex enterprise deals, ideally in SaaS, DevOps, developer tools, or enterprise software
Experience discussing technical or platform-based solutions with engineering, DevOps, IT, or related buyers

Skills