Major Account Executive I

• Drive net-new and expansion revenue across a portfolio of major enterprise accounts for SmartBear’s Reflect product.
• Lead consultative, value-based sales cycles with business and technical stakeholders, building the skills to manage increasingly complex enterprise opportunities.
• Partner with Sales Engineering, Marketing, Customer Success, and Product to accelerate adoption, customer value, and long-term account growth.

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.

• Own a portfolio of major accounts, driving new logo acquisition and expansion opportunities for Reflect.
• Manage the full sales cycle from prospecting through close, engaging business, technical, and executive stakeholders and coordinating internal resources as needed.
• Develop account and opportunity plans that connect Reflect’s capabilities to customer priorities, testing challenges, and measurable business outcomes.
• Partner with Sales Engineering to deliver product demonstrations, technical evaluations, and proof-of-concept engagements that advance opportunities.
• Collaborate with Customer Success to support strong customer outcomes, identify expansion opportunities, and build durable account relationships.
• Maintain an accurate pipeline and forecast, demonstrate strong CRM discipline, and consistently execute against activity, pipeline, and revenue goals.

• 5+ years of B2B SaaS sales experience, including success managing full-cycle opportunities in mid-market or enterprise environments.
• A consistent record of meeting or exceeding quota and developing pipeline through a combination of outbound prospecting, account development, and partner or marketing-generated opportunities.
• Experience selling software solutions to QA, Engineering, DevOps, Platform Engineering, Product, or other technology stakeholders.
• Ability to navigate multi-stakeholder sales processes, including technical evaluations, procurement, legal, and commercial negotiations.
• Strong business acumen and communication skills, with the ability to connect product capabilities to customer challenges, business value, and ROI.
• Experience with MEDDICC or a similar sales methodology, along with disciplined CRM, pipeline, and forecast management.

• 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.

• 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 SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, 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.

#LI-ES1

#LI-hybrid