Major Account Executive I

Somerville · USD 150,000-150,000 / year · 5+ years experience · Hybrid · Posted Sep 30, 2026

At a glance

Own a portfolio of major accounts, driving new logo acquisition and expansion opportunities for SmartBear's Reflect product.
Manage the full sales cycle from prospecting through close while engaging business, technical, and executive stakeholders.

Drive net-new and expansion revenue across a portfolio of major enterprise accounts for SmartBear’s Reflect product.
Lead consultative, value-based sales cycles with business and technical stakeholders, building the skills to manage increasingly complex enterprise opportunities.
Partner with Sales Engineering, Marketing, Customer Success, and Product to accelerate adoption, customer value, and long-term account growth.
Manage the full sales cycle from prospecting through close, engaging business, technical, and executive stakeholders and coordinating internal resources as needed.
Develop account and opportunity plans that connect Reflect’s capabilities to customer priorities, testing challenges, and measurable business outcomes.
Partner with Sales Engineering to deliver product demonstrations, technical evaluations, and proof-of-concept engagements that advance opportunities.
Collaborate with Customer Success to support strong customer outcomes, identify expansion opportunities, and build durable account relationships.
Maintain an accurate pipeline and forecast, demonstrate strong CRM discipline, and consistently execute against activity, pipeline, and revenue goals.

5+ years of B2B SaaS sales experience, including success managing full-cycle opportunities in mid-market or enterprise environments.
A consistent record of meeting or exceeding quota and developing pipeline through a combination of outbound prospecting, account development, and partner or marketing-generated opportunities.
Experience selling software solutions to QA, Engineering, DevOps, Platform Engineering, Product, or other technology stakeholders.
Ability to navigate multi-stakeholder sales processes, including technical evaluations, procurement, legal, and commercial negotiations.
Strong business acumen and communication skills, with the ability to connect product capabilities to customer challenges, business value, and ROI.
Experience with MEDDICC or a similar sales methodology, along with disciplined CRM, pipeline, and forecast management.