Account Executive III

Smart Bear 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. Smart Bear 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.

Smart Bear 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, Jet Blue, and Microsoft. Smart Bear's best-loved brands include Swagger, Test Complete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, Smart Bear meets customers where they are to make our technology-driven world a better place.

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At Smart Bear, 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.

• Drive strategic revenue growth by introducing modern AI-powered test automation through Smart Bear's Test Complete platforms.
• Build and expand relationships with engineering, QA, and product leaders while managing complex sales cycles across mid-market and enterprise accounts.
• Consistently exceed quota by identifying high-impact opportunities, delivering consultative value, and positioning Test Complete as a critical part of customers’ quality engineering strategy.

Test Complete is Smart Bear's flagship product for UI testing. It is the tried and true, trusted solution for thousands of software developers and QA teams around the world. Test Complete empowers users to create reliable and repeatable functional tests via scripting, record and replay and LLM natural language for desktop and browser applications. As AI has increased the speed of development, the need for reliable testing tools like Test Complete has grown steadily in recent years.

• Own the full sales cycle from prospecting through close for Test Complete and Reflect within install base and net new accounts.
• Develop new business opportunities through strategic outbound prospecting, partner collaboration, and inbound demand.
• Expand revenue within existing accounts by identifying additional teams and use cases for Reflect adoption.
• Act as a trusted advisor to engineering and QA leaders, helping them modernize testing strategies with AI-driven automation.
• Collaborate with Sales Engineers, Customer Success, and Marketing to deliver compelling product demonstrations and successful customer outcomes.
• Accurately forecast pipeline and revenue while consistently achieving and exceeding quarterly and annual sales targets.

• 2+ years of SaaS sales experience with a track record of exceeding quota.
• Experience selling developer tools, Dev Ops, QA, or testing solutions to technical buyers.
• Strong discovery and consultative selling skills with the ability to engage engineering and technical stakeholders.
• Experience managing complex sales cycles with multiple stakeholders.
• Familiarity with sales tools such as Salesforce, Linked In Sales Navigator, Zoom Info, or Outreach.
• Bachelor's degree or equivalent professional experience.

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our Smart Bears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

• Our main goal at Smart Bear is to make our technology-driven world a better place.
• Smart Bear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• Smart Bear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We've won major industry (product and company) awards including SD Times, Developer Week's Devies Award, the AI Breakthrough Award, and Built In Best Places to Work.

Smart Bear 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…