Major Account Executive

SmartBear • Somerville, MA

14h • Hybrid

About The Position

At SmartBear, we believe building great software starts with quality – and we’re helping our customers make that happen every day. Our solutions, featuring SmartBear AI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.
Major Account Executive – ReadyAPI
Drive adoption of ReadyAPI within strategic enterprise accounts focused on modern API development, testing, and quality engineering.
Partner with platform engineering, QA, and DevOps leaders to position SmartBear as a core part of their API lifecycle and software quality strategy.
Lead complex enterprise SaaS sales cycles while expanding multi-product opportunities across the SmartBear API ecosystem.
Product Intro
ReadyAPI is SmartBear’s powerful API testing platform built for development and QA teams delivering modern applications. The platform enables teams to design, test, virtualize, and secure APIs across the entire development lifecycle while integrating seamlessly into CI/CD pipelines.
Used by engineering and quality teams across thousands of organizations, ReadyAPI supports REST, SOAP, GraphQL, and other modern API frameworks, enabling teams to automate functional, performance, and security testing at scale. By embedding testing earlier in the development process, ReadyAPI helps teams accelerate releases, reduce defects, and ensure reliability for mission‑critical services.
As organizations adopt API‑first architectures and distributed systems, ReadyAPI plays a key role in helping teams ensure quality and resilience across increasingly complex integrations.
About the Role
Develop and execute strategic account plans to expand adoption of ReadyAPI across enterprise engineering and platform teams.
Build trusted relationships with technical and executive stakeholders including architects, QA leaders, platform teams, and CIO organizations.
Identify and drive expansion opportunities by aligning ReadyAPI capabilities with customers’ API quality, DevOps, and automation initiatives.
Manage complex enterprise sales cycles from discovery through negotiation and close, partnering closely with Solutions Engineering, Product, and Customer Success.
Educate customers on SmartBear’s API testing leadership and position ReadyAPI against competitive tools within the API and DevOps ecosystem.
Accurately forecast pipeline and revenue while maintaining disciplined account planning and CRM management.

Requirements

• 5–7 years of successful B2B sales experience with at least 2–3 years selling into enterprise accounts.
• Experience selling SaaS, developer tools, DevOps platforms, testing solutions, or API technologies.
• A track record of exceeding quota and closing complex, multi‑stakeholder enterprise deals.
• Strong executive presence with the ability to engage architects, engineering leaders, QA directors, and C‑level stakeholders.
• Experience navigating platform consolidation, DevOps transformation, or API‑first initiatives within large organizations.
• Familiarity with sales tools such as Salesforce, LinkedIn Sales Navigator, and modern pipeline management practices.

Responsibilities

• Develop and execute strategic account plans to expand adoption of ReadyAPI across enterprise engineering and platform teams.
• Build trusted relationships with technical and executive stakeholders including architects, QA leaders, platform teams, and CIO organizations.
• Identify and drive expansion opportunities by aligning ReadyAPI capabilities with customers’ API quality, DevOps, and automation initiatives.
• Manage complex enterprise sales cycles from discovery through negotiation and close, partnering closely with Solutions Engineering, Product, and Customer Success.
• Educate customers on SmartBear’s API testing leadership and position ReadyAPI against competitive tools within the API and DevOps ecosystem.
• Accurately forecast pipeline and revenue while maintaining disciplined account planning and CRM management.

Benefits

• 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 SmartBears; 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed