Senior Major Account Executive

SmartBear 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. SmartBear 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. SmartBear 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, JetBlue, and Microsoft. SmartBear’s open source tools are downloaded more than 100 million times a month and have earned over 30,000 GitHub stars from the developer community. With its best-loved brands, including Swagger, TestComplete, Reflect, QMetry, Zephyr, and more, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com , or follow us on LinkedIn , X , and Reddit . At SmartBear, 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. Senior Major Account Executive For this role, you need to be a relationship builder and a strategic seller. As a Senior Major Account Executive, you will own a portfolio of major enterprise accounts, driving both net-new logo acquisition and expansion revenue. This is a senior individual contributor role that sits just below our Strategic/Enterprise AE tier, and requires someone who brings deep SaaS sales expertise, executive presence, and a disciplined approach to complex, multi-stakeholder sales cycles. To be successful you will be required to build and execute strategic account plans, engage confidently at the C-level and across business and technical stakeholders, and drive deals through a structured sales methodology. You are someone who thrives in a consultative selling environment and brings both commercial rigor and a genuine curiosity about your customers' business challenges. About the Role As a Senior Major Account Executive, you will: Drive Billings and ARR across a portfolio of major enterprise accounts, with a focus on both new logo acquisition and expansion opportunities. Own the full sales cycle from prospecting through close, engaging executive, business, and technical stakeholders across multi-threaded opportunities. Build and execute strategic account plans that align SmartBear's software portfolio to customer business objectives and digital transformation initiatives. Develop and maintain senior relationships with VP and C-level contacts, acting as a trusted advisor and representing SmartBear in all sales-related matters. Lead high-quality discovery, product demonstrations, technical evaluations, and proof-of-concept engagements in partnership with Sales Engineering. Develop Business Cases and Business Justification Documents, and present Deal Reviews confidently to SmartBear leadership and executive sponsors. Maintain an accurate pipeline and forecast through strong CRM discipline, providing management with reliable, timely visibility into your business. Collaborate with Sales Engineering, Customer Success, Marketing, and Product to accelerate customer adoption and long-term account growth. Work closely with Customer Success to plan strategic business reviews, ensure successful product rollout, and identify expansion opportunities within existing accounts. We Are Looking for You If You Have 8+ years of enterprise SaaS sales experience with a consistent record of exceeding quota in complex enterprise environments. Demonstrated success selling into large enterprise or Fortune 1000 organisations with multiple decision makers across business and technical functions. Proven ability to identify, develop, negotiate, and close large-scale, multi-product deals with senior management and/or C-level executives. Experience navigating complex procurement processes including procurement, legal, and contract teams. Strong business acumen with the ability to articulate business value, ROI, and strategic outcomes in a compelling way. Familiarity with structured sales methodologies such as M