smartbear
Major Account Executive II
At a Glance
- Location
- Somerville, Massachusetts, United States
- Work Regime
- hybrid
- Experience
- 5–10 years
- Department
- Sales
- Posted
- 2026-03-05T08:24:28-05:00
Key Requirements
Required Skills
Domain Knowledge
- SaaS
Benefits & Perks
e roles, a generous benefits package that supports employees’ health and wel
Requirements
5–10 years of quota-carrying sales experience, with at least 4 years closing complex enterprise SaaS deals.
Demonstrated success selling into Fortune 1000 or Global 2000 organizations with consistent attainment of $1M+ annual quotas.
Experience navigating multi-stakeholder buying committees and managing long sales cycles (3–12 months).
Strong executive presence with the ability to influence senior technology and business leaders.
Proven ability to expand existing enterprise accounts while also landing net-new logos.
Proficiency with Salesforce, Outreach, LinkedIn Sales Navigator, and modern prospecting methodologies.
Responsibilities
Own the full enterprise sales cycle for large, complex accounts, including multi-product and multi-year agreements.
Develop and execute strategic account plans to penetrate new divisions, subsidiaries, and business units within named enterprise accounts.
Engage C-level executives, VPs, and senior technology leaders to align SmartBear solutions with digital transformation, DevOps, and quality initiatives.
Lead sophisticated discovery conversations to uncover business drivers, technical requirements, and organizational buying processes.
Drive disciplined pipeline management, accurate forecasting, and consistent attainment of quarterly and annual revenue targets.
Partner closely with Sales Engineering, Marketing, Product, Customer Success, and Leadership to ensure strong value alignment and long-term expansion opportunities.