Account Executive III

Location

Somerville, Massachusetts, United States

• 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.
• 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.

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 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.