Major Account Executive

<div class="content-intro"><p>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.<br><br>SmartBear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at <a href="http://www.smartbear.com">www.smartbear.com</a>, or follow us on LinkedIn, X, and Reddit.<br><br>At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.</p></div><p>&nbsp;</p> <h2 data-section-id="qij40u" data-start="1432" data-end="1472"><strong data-start="1435" data-end="1472">Major Account Executive – Swagger</strong></h2> <ul data-start="1474" data-end="1939"> <li data-section-id="74jvi8" data-start="1474" data-end="1617">Drive net-new enterprise acquisition focused on Swagger and SmartBear’s API Lifecycle Management solutions within Fortune 1000 organizations.</li> <li data-section-id="b3aemd" data-start="1618" data-end="1773">Own complex enterprise sales cycles with Engineering, DevOps, Platform Engineering, and IT leaders modernizing API development and governance strategies.</li> <li data-section-id="npbnx7" data-start="1774" data-end="1939">Position SmartBear as the strategic partner for scalable API quality, standardization, governance, and developer productivity across modern software organizations.</li> </ul> <h2 data-section-id="i90uyo" data-start="1941" data-end="1961"><strong data-start="1944" data-end="1961">Product Intro</strong></h2> <p data-start="1963" data-end="2412">Swagger powers the world’s leading API development and lifecycle management initiatives, enabling organizations to design, document, govern, test, and scale APIs with confidence. Trusted by millions of developers and thousands of enterprises globally, Swagger helps engineering teams standardize API development practices, accelerate delivery, improve collaboration, and ensure consistency across distributed systems and microservices architectures.</p> <p data-start="2414" data-end="2721">As organizations continue investing in cloud-native development, platform engineering, AI-enabled applications, and digital transformation, APIs sit at the center of innovation. Swagger provides the governance, visibility, and automation teams need to build secure, reusable, and high-quality APIs at scale.</p> <p data-start="2723" data-end="2910">This role offers the opportunity to sell one of the most recognized brands in the developer ecosystem while helping customers modernize their API strategy and software delivery practices.</p> <h2 data-section-id="1neonr9" data-start="2912" data-end="2933"><strong data-start="2915" data-end="2933">About the Role</strong></h2> <p data-start="2935" data-end="2983">As a Major Account Executive – Swagger you will:</p> <ul data-start="2985" data-end="3958"> <li data-section-id="5u80mi" data-start="2985" data-end="3137">Own the full enterprise sales cycle from outbound prospecting through close, focused on net-new logo acquisition within strategic enterprise accounts.</li> <li data-section-id="1y777os" data-start="3138" data-end="3288">Build pipeline through proactive territory development, account-based prospecting, executive outreach, and partnership with Marketing and SDR teams.</li> <li data-section-id="g6eca7" data-start="3289" data-end="3458">Engage Directors, VPs, and Heads of Engineering, DevOps, Platform Engineering, and IT to understand API strategy, governance challenges, and modernization initiatives.</li> <li data-section-id="tgtcbw" data-start="3459" data-end="3631">Position Swagger’s API Lifecycle Management platform as a critical solution for API standardization, governance, collaboration, documentation, and developer productivity.</li> <li data-section-id="sng6gt" data-start="3632" data-end="3778">Lead complex discovery conversations, business value alignment, technical evaluations, and commercial negotiations across multiple stakeholders.</li> <li data-section-id="gchlp5" data-start="3779" data-end="3958">Collaborate cross-functionally with Sales Engineering, Product, Customer Success, and Marketing to deliver tailored customer experiences and drive successful adoption post-sale.</li> </ul> <h2 data-section-id="1p2wnc8" data-start="3960" data-end="4001"><strong data-start="3963" data-end="4001">We are looking for you if you have</strong></h2> <ul data-start="4003" data-end="4907"> <li data-section-id="12bh6z8" data-start="4003" data-end="4133">5–7 years of quota-carrying SaaS or enterprise software sales experience with at least 2 years closing complex enterprise deals.</li> <li data-section-id="1khf2b8" data-start="4134" data-end="4260">Proven success acquiring net-new enterprise customers and building pipeline within Fortune 1000 or large strategic accounts.</li> <li data-section-id="1uovp6f" data-start="4261" data-end="4396">Experience selling developer tools, DevOps, API management, platform engineering, cloud, infrastructure, or technical SaaS solutions.</li> <li data-section-id="qzhaov" data-start="4397" data-end="4507">Strong executive presence with the ability to communicate value to both technical and business stakeholders.</li> <li data-section-id="17pe1ih" data-start="4508" data-end="4606">Experience navigating complex enterprise procurement processes and multi-threaded sales motions.</li> <li data-section-id="1r4se7t" data-start="4607" data-end="4705">Familiarity with Salesforce, Outreach, LinkedIn Sales Navigator, and modern sales methodologies.</li> <li data-section-id="9do337" data-start="4706" data-end="4848">A driven, self-starting, hunter mentality with strong prospecting discipline and a passion for winning competitive enterprise opportunities.</li> <li data-section-id="zydclc" data-start="4849" data-end="4907">Bachelor’s degree or equivalent professional experience.</li> </ul> <h2 data-section-id="1ssh264" data-start="4909" data-end="4954"><strong data-start="4912" data-end="4954">Why you should join the SmartBear crew</strong></h2> <ul data-start="4956" data-end="5472"> <li data-section-id="6egeg9" data-start="4956" data-end="4998">You can grow your career at every level.</li> <li data-section-id="q4qw7b" data-start="4999" data-end="5114">We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.</li> <li data-section-id="19exqhy" data-start="5115" data-end="5208">We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.</li> <li data-section-id="obnajb" data-start="5209" data-end="5353">We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.</li> <li data-section-id="1td78jx" data-start="5354" data-end="5472">We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.</li> </ul> <h2 data-section-id="frw4q5" data-start="5474" data-end="5494"><strong data-start="5477" data-end="5494">Did you know?</strong></h2> <ul data-start="5496" data-end="6040"> <li data-section-id="5hjrle" data-start="5496" data-end="5579">Our main goal at SmartBear is to make our technology-driven world a better place.</li> <li data-section-id="t3hu70" data-start="5580" data-end="5710">SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.</li> <li data-section-id="1u5bkim" data-start="5711" data-end="5861">SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.</li> <li data-section-id="1fnf811" data-start="5862" data-end="6040">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.</li> </ul> <p><em>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.</em></p> <p>&nbsp;</p> <p style="margin: 0in; font-family: Slack-Lato; font-size: 11.25pt; color: #1d1c1d;"><span style="color: rgb(255, 255, 255);">#LI-ES1</span></p> <p style="margin: 0in; font-family: Calibri; font-size: 11.0pt;"><span style="color: rgb(255, 255, 255);">#LI-hybrid</span></p> <p>&nbsp;</p> <p>&nbsp;</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><span data-contrast="auto">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.</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}">&nbsp;</span></p> <p><span data-contrast="auto">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.&nbsp; You can build your career at SmartBear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.</span><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}">&nbsp;</span></p> <p><span data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}"><span class="TextRun SCXW113671590 BCX0" lang="EN-US" data-contrast="auto"><span class="NormalTextRun SCXW113671590 BCX0">Your SmartBear total rewards compensation package includes base salary and may also include a </span><span class="NormalTextRun SCXW113671590 BCX0">commission. <span class="TextRun SCXW200109378 BCX0" lang="EN-US" data-contrast="auto"><span class="NormalTextRun SCXW200109378 BCX0">The&nbsp;</span></span><span class="TextRun SCXW200109378 BCX0" lang="EN-US" data-contrast="auto"><span class="NormalTextRun SCXW200109378 BCX0">Annual Cash Compensation (Base </span><span class="NormalTextRun SCXW200109378 BCX0">+ On-Target Commission)</span><span class="NormalTextRun SCXW200109378 BCX0"> range for this role is listed below</span></span><span class="TextRun SCXW200109378 BCX0" lang="EN-US" data-contrast="auto"><span class="NormalTextRun SCXW200109378 BCX0">. Actual compensation is </span><span class="NormalTextRun SCXW200109378 BCX0">determined</span><span class="NormalTextRun SCXW200109378 BCX0"> based on several factors, including relevant experience, skills, internal equity, and geographic location. </span></span></span></span></span></p></div><div class="title">Estimated Annual Cash Compensation (Base + On-Target Commission): </div><div class="pay-range"><span>$150,000</span><span class="divider">&mdash;</span><span>$150,000 USD</span></div></div></div>