Major Account Executive - Swagger

About the role

Own the full enterprise sales cycle, from outbound prospecting through contract negotiation and closing new logo opportunities.
Build relationships with engineering, QA, DevOps, and IT leaders to understand business priorities and align SmartBear solutions to customer needs.
Develop territory and account plans that create pipeline growth and expand opportunities within target enterprise organizations.
Partner with Sales Engineering, Marketing, Customer Success, and Product teams to deliver tailored demonstrations, business value, and successful customer outcomes.
Maintain accurate forecasting, pipeline management, and CRM hygiene while consistently progressing opportunities through the sales process.
Position SmartBear's Application Integrity platform against competitive solutions through consultative, value-based selling.

Responsibilities

• Own the full enterprise sales cycle, from outbound prospecting through contract negotiation and closing new logo opportunities.
• Build relationships with engineering, QA, DevOps, and IT leaders to understand business priorities and align SmartBear solutions to customer needs.
• Develop territory and account plans that create pipeline growth and expand opportunities within target enterprise organizations.
• Partner with Sales Engineering, Marketing, Customer Success, and Product teams to deliver tailored demonstrations, business value, and successful customer outcomes.
• Maintain accurate forecasting, pipeline management, and CRM hygiene while consistently progressing opportunities through the sales process.
• Position SmartBear's Application Integrity platform against competitive solutions through consultative, value-based selling.

Requirements

• 4–6 years of quota-carrying SaaS or enterprise software sales experience.
• At least 2 years of experience managing complex, full-cycle enterprise sales opportunities.
• A demonstrated track record of prospecting, building pipeline, and consistently achieving or exceeding quota.
• Experience engaging engineering, DevOps, QA, IT, or other technical stakeholders within enterprise organizations.
• Strong executive communication, presentation, negotiation, and relationship-building skills.
• Experience with Salesforce, LinkedIn Sales Navigator, Outreach, Gong, or similar sales technologies.
• Familiarity with MEDDPICC, MEDDICC, Challenger, or comparable enterprise sales methodologies is preferred.
• Bachelor's degree or equivalent professional experience.

Qualifications

• Experience with MEDDPICC, MEDDICC, Challenger, or comparable enterprise sales methodologies is preferred.

Skills

• Experience with Salesforce, LinkedIn Sales Navigator, Outreach, Gong, or similar sales technologies.
• Familiarity with MEDDPICC, MEDDICC, Challenger, or comparable enterprise sales methodologies is preferred.

Benefits

• Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.
• The Annual Cash Compensation (Base + On-Target Commission) range for this role is listed below.
• Estimated Annual Cash Compensation (Base + On-Target Commission): $150,000 USD - $150,000 USD.

Pay

Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.

Schedule

Hybrid work option available.