Senior Major Account Executive II

smartbear · Somerville, Massachusetts, United States

Experience: 8+ years

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.
Senior Major Account Executive I, Reflect
• Drive net-new and expansion revenue across a portfolio of strategic major enterprise accounts for SmartBear's Reflect product.
• Lead complex, multi-stakeholder sales opportunities using a consultative, value-based sales methodology.
• Partner cross-functionally with Sales Engineering, Marketing, Customer Success, and Product to accelerate customer adoption and long-term account growth.
Product Intro
Reflect is SmartBear’s no-code, cloud-based test automation platform designed to help teams create, execute, and maintain reliable end-to-end tests with speed and simplicity. Built for modern development teams, Reflect leverages intelligent automation to reduce test flakiness and maintenance overhead while accelerating release cycles. It empowers QA, developers, and product teams to collaborate effectively and ensure high-quality user experiences across web applications.
About the role
• Own a portfolio of major enterprise accounts, driving both new logo acquisition and expansion opportunities for Reflect.
• Lead complex, multi-threaded sales cycles from prospecting through close, engaging executive, business, and technical stakeholders.
• Develop strategic account plans that align Reflect's capabilities with customer business objectives and digital transformation initiatives.
• Partner with Sales Engineering to lead compelling product demonstrations, technical evaluations, and proof-of-concept engagements.
• Collaborate with Customer Success to maximize customer outcomes, identify expansion opportunities, and drive long-term account growth.
• Maintain an accurate pipeline and forecast while demonstrating strong CRM discipline and contributing to regional sales strategy.
We are looking for you if you have
• 8+ years of enterprise SaaS sales experience with a consistent record of exceeding quota in complex enterprise environments.
• Demonstrated success selling into Fortune 1000 or large enterprise organizations with multiple decision makers.
• Experience selling software solutions to QA, Engineering, DevOps, Platform Engineering, or technology leadership teams.
• Proven ability to navigate complex procurement processes and executive-level negotiations.
• Strong business acumen with the ability to articulate business value, ROI, and strategic outcomes.
• Experience with MEDDICC (or similar enterprise sales methodology) and disciplined pipeline management..
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.
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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.
We encourage candidates to view compensation as part of their total rewards experience at SmartBear. 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.  You can build your career at SmartBear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.
Your SmartBear total rewards compensation package includes base salary and may also include a commission. 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):

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