Major Account Executive - Swagger

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. Learn more at , or follow us on Linked In, X, and Reddit.

• Drive new logo acquisition across enterprise organizations by introducing Smart Bear's Application Integrity platform.
• Build trusted relationships with engineering, Dev Ops, QA, and IT leaders while managing complex enterprise sales cycles.
• Help customers modernize software delivery through Smart Bear's industry‑leading Test, API, and Observability solutions.

As a Major Account Executive I, you will own a defined territory of enterprise accounts, driving net‑new business while helping organizations improve software quality, developer productivity, and application integrity. You'll partner with technical and executive stakeholders to understand their business challenges, position Smart Bear's portfolio of solutions, and guide customers through complex buying decisions from initial engagement through close.

• Own the full enterprise sales cycle, from outbound prospecting through contract negotiation and closing new logo opportunities.
• Build relationships with engineering, QA, Dev Ops, and IT leaders to understand business priorities and align Smart Bear solutions to customer needs.
• Develop territory and account plans that create pipeline growth and expand opportunities within target enterprise organizations.
• Partner with Sales Engineering, Marketing, Customer Success, and Product teams to deliver tailored demonstrations, business value, and successful customer outcomes.
• Maintain accurate forecasting, pipeline management, and CRM hygiene while consistently progressing opportunities through the sales process.
• Position Smart Bear's Application Integrity platform against competitive solutions through consultative, value‑based selling.

• 4–6 years of quota‑carrying SaaS or enterprise software sales experience.
• At least 2 years of experience managing complex, full‑cycle enterprise sales opportunities.
• A demonstrated track record of prospecting, building pipeline, and consistently achieving or exceeding quota.
• Experience engaging engineering, Dev Ops, QA, IT, or other technical stakeholders within enterprise organizations.
• Strong executive communication, presentation, negotiation, and relationship‑building skills.
• Experience with Salesforce, Linked In Sales Navigator, Outreach, Gong, or similar sales technologies.
• Familiarity with MEDDPICC, MEDDICC, Challenger, or comparable enterprise sales methodologies is preferred.
• 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…