Head of Sales Management

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

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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. 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. 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. 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. 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. 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. Experience collaborating cross-functionally with Marketing, Customer Success, and Sales Operations teams. Why you should join the SmartBear crew: we even encourage our crew to take their birthdays off. 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 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. #At SmartBear, we believe transparency in pay is part of how we build trust—with our employees, candidates, and community. Our compensation philosophy is grounded in market competitiveness, internal equity, and rewarding impact. 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. The Annual Cash Compensation (Base + On-Target Commission) range for this role is listed below. Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location. Estimated Annual Cash Compensation (Base + On-Target Commission): $