Senior Major Account Executive II

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.

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.

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.

Requirements

• 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.

Benefits

• Professional development opportunities and an inclusive, collaborative culture where everyone can thrive.
• Flexible time off and hybrid work options to promote work-life balance.
• Generous benefits package supporting employees’ health and well-being.
• Performance-based bonuses for eligible roles.
• Birthday off as a paid holiday.
• People and Culture organization focused on holistic employee support.

Pay

Estimated Annual Cash Compensation (Base + On-Target Commission): $220,000 USD.