Senior Major Account Executive II - Swagger Expansion
Somerville · USD 220,000-220,000 / year · 7+ years experience · Hybrid · Posted Oct 7, 2026
At a glance
- Experience
- 7+ years experience
- Workplace
- Hybrid
- Location
- Somerville
- Salary
- USD 220,000-220,000 / year · OTE
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.
Responsibilities
- Own strategic expansion across SmartBear's largest and most complex enterprise customers, growing Swagger and broader API lifecycle adoption across multiple teams, business units, and executive stakeholders.
- Lead sophisticated, multi-threaded sales cycles by connecting API strategy, developer productivity, governance, and application integrity priorities to measurable business outcomes.
- Serve as a senior commercial partner to customers and internal teams, shaping account strategy, identifying whitespace, and orchestrating cross-functional resources to deliver durable growth.
- 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.
Requirements
- 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.
- Proficiency with Salesforce and modern sales technologies, plus experience applying MEDDPICC, MEDDICC, Challenger, or a comparable enterprise sales methodology.
Preferred qualifications
- Familiarity with API lifecycle management, developer tooling, or software delivery is strongly preferred.
Benefits
- Performance-based bonuses for eligible roles
- Generous benefits package supporting health and well-being
- Flexible time off
- Take birthdays off
- Professional development opportunities
Workplace
- Hybrid work options available
Skills
- Salesforce
- MEDDPICC
- MEDDICC
- Challenger
- Swagger
- API Lifecycle Management
