Sales Manager, Swagger

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.

• Lead and develop a high‑performing North American Swagger sales team focused on driving enterprise SaaS revenue growth.
• Execute strategic sales initiatives across customer acquisition, expansion, and cross‑sell opportunities within Smart Bear’s top accounts.
• Build and scale a culture of operational excellence, consultative selling, and forecast accuracy in a fast‑paced environment.

Swagger powers the world’s leading API development and documentation ecosystem, helping organizations design, standardize, document, test, and govern APIs sted by millions of developers worldwide, Swagger enables teams to accelerate API adoption while improving collaboration, consistency, and software quality across the development lifecycle.

As part of Smart Bear’s API portfolio, Swagger helps organizations modernize application delivery and streamline communication between engineering teams, partners, and customers.

• Lead a North American Core Sales team through proven sales methodologies, coaching, and operational rigor.
• Drive customer acquisition, up‑selling, and cross‑selling initiatives across Smart Bear’s Swagger customer base and top prospects.
• Develop and execute strategic territory and pipeline plans to accelerate growth, including enterprise deals exceeding $100K.
• Establish, monitor, and optimize sales funnel metrics while delivering accurate weekly forecasting and reporting.
• Partner closely with Marketing and cross‑functional teams to refine Smart Bear’s Swagger value proposition and support revenue generation initiatives.
• Coach and develop sales representatives to strengthen consultative selling skills, executive‑level engagement, and pipeline management.
• Monitor customer, market, and competitive trends to inform sales strategy and business decisions.
• Serve as a role model for Smart Bear’s values, culture, and leadership expectations.

• 5+ years of SaaS or software sales experience, including 2–4 years of sales leadership experience.
• Experience managing and developing high‑performing Core or Commercial Sales Representatives in a player‑coach environment.
• Demonstrated success managing enterprise sales cycles ranging from three to six months.
• Proven ability to build executive‑level customer and partner relationships in a consultative sales environment.
• Strong forecasting, pipeline management, and operational sales discipline.
• Excellent communication, collaboration, and interpersonal skills with the ability to influence across teams.
• Ability to thrive in a dynamic, fast‑paced environment while balancing strategic and operational priorities.
• Experience collaborating cross‑functionally with Marketing, Customer Success, and Sales Operations teams.

• 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.

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…