Account Executive (API)

Quality isn’t just a goal. It’s the whole point.

Our customers are under a lot of pressure to deliver great software. But to compress lifecycles, add features, and compete in a world where ‘every company is now a software company’ is hard. And one mistake can mean their reputation, even future. That’s why it’s our mission to help. At any part of their software development lifecycle (SDLC), we provide the tools and discipline to focus on quality while streamlining their processes. So our customers can create and deploy software that works as designed – especially when it’s needed most. And we’re looking for people to join us.

The API LifeCycle Account Executive role within SmartBear is an integral part of our continued success. You will be a trusted advisor to some of the most prestigious Smartbear clients, driving both their success and that of SmartBear. You will be responsible for finding both new opportunities as well as expanding the SmartBear portfolio and footprint within your accounts. It truly is a unique role, dealing with a select number of companies that accounts for around 80% of our revenue.

For this role, you need to be a relationship superhero. Someone who can engage with the largest companies on the planet, across many different levels to communicate the many benefits of our software portfolio and making it relevant to their needs.

Every SmartBear creates and implements an account plan for each of their accounts, to include short-term objectives and long-term goals, which will naturally include a clearly defined path to reach these objectives and goals.

Although we are open to many and varied background, what we have found to be the most successful personalities and attributes, include: 

• A demonstrable track record in software sales (although not a prerequisite)
• Highly Organised, results driven and self-motivated
• Accountable, an eye for detail, and interest in technology
• Extensive communication skills, you should be equally as comfortable speaking with a manual tester as you would with senior level executives by phone, email, conference call and in person

Responsibilities

• Drive business line revenue with assigned territory
• Discover, prospect and qualify new opportunities as well as up-sell & cross sell opportunities within existing customer base
• Work closely with Customer Success team to ensure successful roll-out, adoption, and on-going use of the product
• Represent Smartbear to the customer in all sales-related matters and understand the customer’s business, product requirements, and industry challenges
• Direct complex sales cycles-including account mapping, development of high-level relationships, account strategies and business cases
• Effectively maintain sales pipeline data and activity reports, providing management with accurate sales forecasts
• Collaborate with marketing, sales teams and product owner to share account knowledge and execute on sales strategies
  Experience & Competencies
• Proven track record within any sales role, experience acquiring and cultivating major accounts (Software sales would be highly advantageous)
• Proven ability to effectively demonstrate technology and communicate the value proposition of technical solutions to prospects and customers
• Genuine interest in the software development industry, with the initiative to tackle and understand the newest trends and technologies
• Maniacal self-motivation, time management and personal accountability; overall hunter mentality with entrepreneurial spirit
• Strong analytical and presentation skills using common sales and business tools
• Excellent oral & written communication skills
• Strong organization and planning skills

About SmartBear

SmartBear is a market-leading, visionary technology company that has helped the world’s most recognized companies develop the world’s best applications. We’ve played a role in the ride you ordered, the banking app you used, the item you posted for auction, and the flight you just purchased. Located in bustling Assembly Square, the SmartBear Somerville office comes equipped with a fully stocked kitchen filled with snacks, cold brew, and kombucha on tap.  

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.

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