{"id":516542,"url":"https://alion.io/job/smartbear-senior-major-account-executive","title":"Senior Major Account Executive","company":{"id":2535,"name":"SmartBear","domain":"smartbear.com","url":"https://alion.io/company/smartbear","size_band":"11-50","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":75,"open_postings":4,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":43,"computed_at":"2026-10-29T05:49:05Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Galway, Ireland"],"countries":["IE"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":8,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"GitHub","optional":false},{"name":"Swagger","optional":false},{"name":"LinkedIn","optional":true},{"name":"Reddit","optional":true}],"status":"live","first_seen_at":"2026-09-07T13:51:42Z","employer_posted_date":"2026-09-07","last_verified_at":"2026-10-29T20:23:39Z","board_verified":true,"closed_at":null,"days_open":52,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":52},"description":"SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams.\nSmartBear is trusted by developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s open source tools are downloaded more than 100 million times a month and have earned over 30,000 GitHub stars from the developer community. With its best-loved brands, including Swagger, TestComplete, Reflect, QMetry, Zephyr, and more, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com, or follow us on LinkedIn, X, and Reddit. \nAt SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.\nSenior Major Account Executive\nFor 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.\nTo 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.\nAbout the Role\nAs a Senior Major Account Executive, you will:\nDrive Billings and ARR across a portfolio of major enterprise accounts, with a focus on both new logo acquisition and expansion opportunities.\nOwn the full sales cycle from prospecting through close, engaging executive, business, and technical stakeholders across multi-threaded opportunities.\nBuild and execute strategic account plans that align SmartBear's software portfolio to customer business objectives and digital transformation initiatives.\nDevelop and maintain senior relationships with VP and C-level contacts, acting as a trusted advisor and representing SmartBear in all sales-related matters.\nLead high-quality discovery, product demonstrations, technical evaluations, and proof-of-concept engagements in partnership with Sales Engineering.\nDevelop Business Cases and Business Justification Documents, and present Deal Reviews confidently to SmartBear leadership and executive sponsors.\nMaintain an accurate pipeline and forecast through strong CRM discipline, providing management with reliable, timely visibility into your business.\nCollaborate with Sales Engineering, Customer Success, Marketing, and Product to accelerate customer adoption and long-term account growth.\nWork closely with Customer Success to plan strategic business reviews, ensure successful product rollout, and identify expansion opportunities within existing accounts.\nWe Are Looking for You If You Have\n8+ years of enterprise SaaS sales experience with a consistent record of exceeding quota in complex enterprise environments.\nDemonstrated success selling into large enterprise or Fortune 1000 organisations with multiple decision makers across business and technical functions.\nProven ability to identify, develop, negotiate, and close large-scale, multi-product deals with senior management and/or C-level executives.\nExperience navigating complex procurement processes including procurement, legal, and contract teams.\nStrong business acumen with the ability to articulate business value, ROI, and strategic outcomes in a compelling way.\nFamiliarity with structured sales methodologies such as MEDDICC (or equivalent) and a disciplined approach to pipeline management.\nKnowledge of the software development lifecycle and an ability to engage credibly with QA, Engineering, DevOps, and technology leadership audiences.\nExcellent verbal and written communication skills, with demonstrated success leading in-person meetings, executive presentations, and web-based demos.\nHighly organised, results-driven, and extremely self-motivated - someone who takes ownership and holds themselves accountable.\nWhy You Should Join the SmartBear Crew\nYou can grow your career at every level.\nWe invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.\nWe love celebrating our SmartBear’s; we even encourage our crew to take their birthdays off.\nWe are guided by a People and Culture organisation - an important distinction for us. We think about our team holistically - the whole person.\nWe celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.\nDid You Know?\nOur main goal at SmartBear is to make our technology-driven world a better place.\nSmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.\nSmartBear is headquartered in Somerville, MA with offices across the world including Galway, Ireland; Bath, UK; Wroclaw, Poland; and Bangalore, India.\nWe've won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator, and BuiltIn Best Places to Work.\nSmartBear 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.","description_format":"text","description_chars":6720,"description_truncated":false,"requirements":{"experience_years_min":8,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Software Testing & QA","Integration & API Management","Developer Tools","Observability & APM"],"lifecycle":[{"event":"open","at":"2026-09-07T19:56:06Z"}],"visa":[],"liveness":{"score":35,"band":"fade","label":"Fading","p_open":1,"p_active":0.637,"p_room":0.55,"age_days":51,"expected_fill_days":43,"reasons":["conf:3","win:tail"],"computed_at":"2026-10-29T05:49:05Z"},"pay":null,"html_url":"https://alion.io/job/smartbear-senior-major-account-executive","json_url":"https://alion.io/job/smartbear-senior-major-account-executive.json","meta":{"generated_at":"2026-10-29T23:54:36Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":35241,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-30T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":2535},"rest":"https://alion.io/mcp/rest/get_company?id=2535"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fsmartbear-senior-major-account-executive"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fsmartbear-senior-major-account-executive"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fsmartbear-senior-major-account-executive"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/smartbear-senior-major-account-executive\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fsmartbear-senior-major-account-executive"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":516542}},{"tool":"search_jobs","arguments":{"company":"smartbear.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":516542},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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