Senior Major Account Executive

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.

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.

• 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 MEDDICC (or equivalent) and a disciplined approach to pipeline management.
• Knowledge of the software development lifecycle and an ability to engage credibly with QA, Engineering, DevOps, and technology leadership audiences.
• Excellent verbal and written communication skills, with demonstrated success leading in-person meetings, executive presentations, and web-based demos.
• Highly organised, results-driven, and extremely self-motivated — someone who takes ownership and holds themselves accountable.

• 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 SmartBear’s; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organisation — 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.

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway, Ireland; Bath, UK; Wroclaw, Poland; and Bangalore, India.
• We've won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator, and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, colour, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.