Strategic Account Executive

About the role

Own and grow a portfolio of strategic enterprise and global accounts through expansion, retention, and net-new business. Build trusted executive relationships that position SmartBear as a long-term strategic partner. Develop and execute account strategies that maximize customer value, adoption, and revenue growth.

Responsibilities

• Build long-term partnerships with some of SmartBear's largest customers, helping them expand their use of our platform while identifying new opportunities to deliver business value.
• Own a portfolio of named strategic and global accounts.
• Drive new business, cross-sell, upsell, and renewal opportunities.
• Create and execute multi-year account plans aligned to customer business objectives.
• Build executive-level relationships and act as a trusted advisor.
• Lead complex enterprise sales cycles and negotiations.
• Cook up internal resources including Sales Engineering, Customer Success, Product, and Leadership to drive successful customer outcomes.
• Maintain accurate forecasts, opportunity plans, and executive visibility into account health and growth opportunities.

Requirements

• 5+ years of enterprise software sales experience.
• Success selling complex technology solutions into large enterprise organizations.
• Demonstrated success building relationships with executive stakeholders across technical and business organizations.
• Experience developing and executing strategic account plans across complex enterprise organizations.
• Familiarity with modern software development practices including DevOps, testing, API management, or application security.
• Strong account planning, forecasting, and negotiation skills.
• Excellent communication and presentation skills.

Qualifications

• Proven track record of success in enterprise sales, particularly in complex technology solutions.
• Experience with customer relationship management tools and techniques.
• Ability to manage multiple accounts and projects simultaneously.
• Strong understanding of the software development lifecycle and related technologies.
• Ability to develop and maintain strong relationships with executives and key decision-makers.
• Experience with Salesforce or similar CRM systems.

Skills

• Enterprise sales experience.
• Strategic account planning and execution.
• Customer relationship management.
• Software development lifecycle knowledge.
• Executive-level communication and presentation skills.

Benefits

• Competitive compensation package including base salary and potential commission.
• Flexible work arrangements including remote work options.
• Comprehensive benefits package including health insurance, retirement savings plans, and paid time off.
• Opportunities for professional development and career advancement.
• Inclusive and collaborative workplace culture.

Pay

The Annual Cash Compensation (Base + On-Target Commission) range for this role is $240,000 USD - $240,000 USD.

Schedule

Hybrid work schedule available.