Senior Major Account Executive; Swagger Expansion

• Own strategic expansion across Smart Bear’s largest and most complex enterprise customers, growing Swagger and broader API lifecycle adoption across multiple teams, business units, and executive stakeholders
• Lead sophisticated, multi-threaded sales cycles by connecting API strategy, developer productivity, governance, and application integrity priorities to measurable business outcomes
• Serve as a senior commercial partner to customers and internal teams, shaping account strategy, identifying whitespace, and orchestrating cross-functional resources to deliver durable growth
• Swagger helps organizations design, document, test, and standardize APIs across the API lifecycle
• In this role, you will help major enterprise customers expand Swagger adoption by connecting API quality, governance, developer experience, and delivery priorities to broader business outcomes
• Own expansion strategy and commercial outcomes across a portfolio of major enterprise accounts, identifying whitespace and developing multi-year account plans that grow Swagger and the broader Smart Bear platform
• Lead complex, multi-threaded sales cycles involving engineering, platform, architecture, Dev Ops, security, procurement, and executive stakeholders across multiple business units and geographies
• Develop executive-level relationships and act as a strategic advisor, translating customer API, software delivery, governance, and application integrity priorities into compelling business cases and expansion opportunities
• Create and execute sophisticated account strategies using customer insights, product usage signals, organizational mapping, competitive intelligence, and value-based selling to prioritize and progress opportunities
• Orchestrate Sales Engineering, Customer Success, Product, Marketing, Legal, and leadership resources to navigate complex buying processes, remove obstacles, and deliver a coordinated enterprise customer experience
• Maintain rigorous pipeline management and forecasting while exercising independent judgment on deal strategy, commercial structure, negotiation, risk, and resource allocation across high-value opportunities

• Full Medical, Dental & Vision Plans
• 401k Match
• Wellness Reimbursement
• Paid Community Service Day
• Company Sponsored Events
• Medical
• Pension
• Sports Club Membership (Locations Vary)
• Benefits Package

Strong strategic account planning, executive communication, negotiation, business-case development, and value-based selling skills, with the judgment to lead high-impact opportunities independently

Experience selling to engineering, platform, Dev Ops, API, QA, architecture, or IT leaders; familiarity with API lifecycle management, developer tooling, or software delivery is strongly preferred7+ years of quota-carrying SaaS or enterprise software sales experience, including significant experience expanding complex strategic or major enterprise accounts

Proficiency with Salesforce and modern sales technologies, plus experience applying MEDDPICC, MEDDICC, Challenger, or a comparable enterprise sales methodology

Demonstrated ability to navigate sophisticated enterprise buying environments, build relationships across technical and executive audiences, and influence multiple stakeholders with differing prioritiesA sustained track record of achieving or exceeding quota through account expansion, cross-sell, upsell, and multi-year enterprise agreements with large, complex organizations