Major Account Executive (Ireland based)

Posted 4 Days Ago
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Galway
Senior level
Cloud • Internet of Things • Software • App development • Automation
SmartBear is pioneering innovation in software quality, embracing AI’s transformative potential.
The Role
The Enterprise Account Executive at SmartBear is responsible for driving billings and ARR within strategic accounts by building relationships with C-level executives. The role includes managing the full sales cycle, maintaining sales pipelines, collaborating with various teams, and ensuring successful product adoption with customers.
Summary Generated by Built In

At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft. 

Major Account Executive (Ireland based)

For this role, you need to be relationship builder. Someone who can engage with the largest companies at C-Level and across different levels to communicate the value of our software portfolio and helping support the customer with achieving their business goals.

To be successful you will be required to create and implement an account plan for each of your accounts, be already comfortable and using Joint Execution Plans (JEPs) and Business Justification Documents, and comfortable articulating the Business Case/Deal Reviews to SmartBear Exec Sponsor / C Level.

Ideally to be successful in this role you will already be displaying the following characteristics daily in your current position:

About the role

As a Major Account Representative, you will: 

  • Drive Billings and ARR within an assigned number of clearly identified strategic Accounts.
  • Build strategic relationships with VPs and C level contacts within strategic accounts.
  • Represent SmartBear to the customer in all sales-related matters and understand the customer’s business, technology requirements, and industry challenges.
  • Take ownership of the full sales cycle from lead to close. Discover, prospect and qualify new opportunities as well as expansion and cross-sell opportunities within existing customer base.
  • Direct dynamic 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 SE’s, customer success, channel and product owners to share account knowledge and execute sales strategies.
  • Work closely with Customer Success team to plan strategic business reviews with your key accounts, in addition to ensuring a successful roll-out, adoption and on-going use of the products.

We are looking for you if you have:

  • A proven track record with 5-10 years of software sales experience acquiring and cultivating enterprise accounts.
  • Demonstrated success in identifying, developing, negotiating, and closing large-scale, multi-product deals to enterprise customers.
  • Skilled at negotiating business terms with line-of-business, procurement and contract teams, senior management and/or C-level executives.
  • Excellent verbal and written communication skills and excels leading in-person meetings and web-based demos.
  • Knowledge of the software development life cycle and the challenges that software engineers, managers, and executives face, and be equally as comfortable having conversations at every level by phone, email and in person.
  • Strong analytical and presentation skills using common sales and business tools.
  • Highly organised, results driven, and extremely self-motivated.

Why you should join the SmartBear crew:

  • 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, and have fun.
  • We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
  • We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
  • We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

  • Our main goal at SmartBear is to make our technology-driven world a better place.
  • SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
  • SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
  • We’ve won major industry(product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

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.

What the Team is Saying

Dana Eshleman
Abbey Joyce
Yerli Villatoro
Allison Stone
Kayla Bauerlein
Cynthia Gumbert
The Company
HQ: Somerville, MA
800 Employees
Hybrid Workplace
Year Founded: 2009

What We Do

SmartBear is pioneering innovation in software quality, embracing AI’s transformative potential. The company’s powerful solution hubs, including SmartBear API Hub, SmartBear Insight Hub, and SmartBear Test Hub, featuring HaloAI, give software development teams around the world visibility and automation that provide end-to-end quality.

SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft. With an active peer-to-peer community, SmartBear meets customers where they are to help make our technology-driven world a better place. The company is committed to ethical corporate practices, including responsible AI that integrates accountability and transparency across its technology stack, and to social responsibility, promoting good in all the communities it serves.

Award-winning and industry favorite tools including SwaggerHub, TestComplete, Bugsnag, ReadyAPI, Zephyr, and Pactflow, among others. Trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.

With an active peer-to-peer community, we meet customers where they are to help make our technology-driven world a better place. SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.

Why Work With Us

SmartBear is revolutionizing software quality not just for our customers, but for our customers’ customers. With quality at the heart of everything we do, we actively support and train new teammates, fostering growth through development and internal promotions. Our culture is open, fun, and welcoming, empowering all experience levels to thrive.

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SmartBear Offices

Hybrid Workspace

Employees engage in a combination of remote and on-site work.

SmartBear supports flexible work arrangements, balancing home and work life uniquely for each employee. We offer In-Office, Hybrid, and Fully Remote options, recognizing the value of both in-person collaboration and personal flexibility for our team.

Typical time on-site: Flexible
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HQSomerville, MA
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Bath, GB
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Bengaluru, IN
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Galway, IE
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Wrocław, PL
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