Senior Major Account Executive II - Swagger Expansion

About the Role

Own expansion strategy and commercial outcomes across a portfolio of major enterprise accounts, identifying whitespace and developing multi-year account plans that grow Swagger and the broader SmartBear platform.

Lead complex, multi-threaded sales cycles involving engineering, platform, architecture, DevOps, security, procurement, and executive stakeholders across multiple business units and geographies.

Develop executive-level relationships and act as a strategic advisor, translating customer API, software delivery, governance, and application integrity priorities into compelling business cases and expansion opportunities.

Create and execute sophisticated account strategies using customer insights, product usage signals, organizational mapping, competitive intelligence, and value-based selling to prioritize and progress opportunities.

Orchestrate Sales Engineering, Customer Success, Product, Marketing, Legal, and leadership resources to navigate complex buying processes, remove obstacles, and deliver a coordinated enterprise customer experience.

Maintain rigorous pipeline management and forecasting while exercising independent judgment on deal strategy, commercial structure, negotiation, risk, and resource allocation across high-value opportunities.

We are looking for you if you have:

7+ years of quota-carrying SaaS or enterprise software sales experience, including significant experience expanding complex strategic or major enterprise accounts.

A sustained track record of achieving or exceeding quota through account expansion, cross-sell, upsell, and multi-year enterprise agreements with large, complex organizations.

Demonstrated ability to navigate sophisticated enterprise buying environments, build relationships across technical and executive audiences, and influence multiple stakeholders with differing priorities.

Strong strategic account planning, executive communication, negotiation, business-case development, and value-based selling skills, with the judgment to lead high-impact opportunities independently.

Experience selling to engineering, platform, DevOps, API, QA, architecture, or IT leaders; familiarity with API lifecycle management, developer tooling, or software delivery is strongly preferred.

Proficiency with Salesforce and modern sales technologies, plus experience applying MEDDPICC, MEDDICC, Challenger, or a comparable enterprise sales methodology.

Why you should join the SmartBear 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 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.

Did you know?

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 SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, and BuiltIn Best Places to Work.