Major Account Executive

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 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 open source tools are downloaded more than 100 million times a month and have earned over 30,000 Git Hub stars from the developer community. With its best-loved brands, including Swagger, Test Complete, Reflect, QMetry, Zephyr, and more, 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. 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.

Major Account Executive Acquire new major and enterprise customers by building relationships across engineering, Dev Ops, QA, IT, and business leadership.

Own complex, consultative sales cycles from account strategy and prospecting through evaluation, negotiation, and close.

Position Smart Bear’s software quality and development solutions around customer priorities, collaborating with internal specialists across the portfolio.

About the Role As a Major Account Executive you will:

Develop and execute strategic account plans to penetrate large, complex organizations and create net-new business opportunities.

Own the full enterprise sales cycle, including prospecting, discovery, stakeholder mapping, solution evaluation, commercial negotiation, and closing.

Engage Directors, VPs, and senior technology leaders to understand software delivery priorities, challenges, and investment criteria.

Build and manage a qualified pipeline, maintain accurate forecasts, and deliver against assigned new-business revenue targets.

Partner with Sales Engineering, Marketing, Product, and Customer Success to articulate value and coordinate effective customer engagements.

Position relevant Smart Bear capabilities based on each prospect’s needs, without being limited to a single product or sales team.

We are looking for you if you have:5–7 years of software sales experience, including at least 2 years closing complex enterprise deals, ideally in SaaS, Dev Ops, developer tools, or enterprise software.

Demonstrated success creating pipeline, navigating multiple stakeholders, and winning net-new business in large organizations.

Strong consultative discovery, executive communication, negotiation, and account-planning skills.

Experience discussing technical or platform-based solutions with engineering, Dev Ops, IT, or related buyers.

Disciplined pipeline management and familiarity with Salesforce, Outreach, or Linked In Sales Navigator; a bachelor’s degree or equivalent experience.

Why you should join the Smart Bear crew:

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…