Account Executive II

About the Role

As an Account Executive II, you will own the full sales cycle for TestComplete and Reflect, partnering with customers to modernize their testing strategies through AI-powered automation.

You will own the full sales cycle from prospecting through close across a defined territory of existing and net new accounts. This includes generating new business through outbound prospecting, inbound leads, and partner collaboration, as well as growing existing customer relationships by identifying expansion opportunities across teams and use cases.

Responsibilities

• Own the full sales cycle from prospecting through close across a defined territory of existing and net new accounts.
• Generate new business through outbound prospecting, inbound leads, and partner collaboration.
• Grow existing customer relationships by identifying expansion opportunities across teams and use cases.
• Conduct discovery conversations to understand customer challenges and position SmartBear's solutions to solve real business problems.
• Partner with Sales Engineers, Customer Success, and Marketing to deliver engaging product demonstrations and successful customer outcomes.
• Build and maintain a healthy pipeline while accurately forecasting opportunities in Salesforce.
• Consistently achieve or exceed quarterly and annual sales targets.

Requirements

• 2-4 years of full-cycle SaaS sales experience with a history of meeting or exceeding quota.
• Experience selling B2B software solutions; experience selling developer tools, DevOps, QA, or testing solutions is a plus.
• Strong prospecting, discovery, and consultative selling skills.
• Ability to build relationships with technical and business stakeholders.
• Experience managing multiple opportunities in a fast-paced sales environment.
• Familiarity with Salesforce, LinkedIn Sales Navigator, ZoomInfo, Outreach, or similar sales technologies.
• Bachelor's degree or equivalent professional experience.

Benefits

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.

Pay

The Annual Cash Compensation (Base + On-Target Commission) range for this role is $120,000 USD - $120,000 USD. Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.