Senior Major Account Executive

📋 Description

• Drive Billings and ARR across a portfolio of major enterprise accounts, with a focus on both new
• Own the full sales cycle from prospecting through close, engaging executive, business, and
• Build and execute strategic account plans that align SmartBear's software portfolio to customer
• Develop and maintain senior relationships with VP and C-level contacts, acting as a trusted advisor
• Lead high-quality discovery, product demonstrations, technical evaluations, and proof-of-concept
• Develop Business Cases and Business Justification Documents, and present Deal Reviews confidently

🎯 Requirements

• 8+ years of enterprise SaaS sales experience with a consistent record of exceeding quota in complex
• Demonstrated success selling into large enterprise or Fortune 1000 organisations with multiple
• Proven ability to identify, develop, negotiate, and close large-scale, multi-product deals with
• Experience navigating complex procurement processes including procurement, legal, and contract
• Strong business acumen with the ability to articulate business value, ROI, and strategic outcomes
• Familiarity with structured sales methodologies such as MEDDICC (or equivalent) and a disciplined

🎁 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
• 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
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to