Major Account Executive

Major Account Executive

Somerville, Massachusetts, United States

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.

Major Account Executive

We're looking for a Major Account Executive to acquire and grow new enterprise customers for the business. This high-impact role focuses on introducing SmartBear's industry-leading software quality and development solutions to large engineering, IT, and technology organizations. You'll lead the charge in helping prospects modernize their software development lifecycle, increase visibility, improve quality, and scale efficiently across teams and environments. With an expanding portfolio of trusted solutions used by millions of developers worldwide, this is a unique opportunity to make your mark as a top performer in a high-growth space, selling to some of the world's most recognizable brands.

You'll be responsible for:

• Enterprise Acquisition: Breaking into large organizations, identifying key technology and business stakeholders, and creating demand for SmartBear's solutions across engineering, DevOps, QA, and IT groups.
• Driving New Business: Owning the full sales cycle from outbound prospecting to closing net-new logos, focusing on organizations modernizing their development practices, improving software quality, or consolidating tools across teams.
• Understanding the Technology Landscape: Becoming a trusted advisor to Directors, VPs, and Heads of Engineering, DevOps, and IT by helping them evolve their tooling strategy to enable scalable, efficient, and high-performing software delivery.
• Cross-Functional Collaboration: Partnering closely with Sales Engineering, Marketing, Product, and Customer Success to deliver tailored demonstrations, align on value, and ensure long-term customer success post-sale.
• Solution Positioning: Educating prospects on SmartBear's unique value and differentiation in the software quality and development ecosystem, positioning our solutions against legacy vendors and emerging competitors.

We're Looking for Someone Who Has:

• 5–7 years of sales experience, with a minimum of 2 years closing large, complex deals at the enterprise level—ideally in SaaS, DevOps, developer tools, or enterprise software.
• Proven ability to build pipeline and close new business within Fortune 1000 organizations.
• Strong executive presence and ability to connect with engineering, DevOps, and IT leaders.
• Experience selling technical or platform-based solutions is a plus.
• Familiarity with tools like Salesforce, Outreach, and LinkedIn Sales Navigator.
• A self-starter mindset—driven, disciplined, and hungry to break into large, untapped accounts.
• A Bachelor's degree or equivalent experience.

Why you should join the SmartBear crew:

• 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.

Did you know?

• 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.