Major Account Executive I

In this role you drive net-new and expansion revenue for Reflect, SmartBear's no-code, cloud-based test automation platform. You'll engage cross-functional stakeholders in enterprise accounts, translating Reflect capabilities into measurable business value. You collaborate with Sales Engineering and Customer Success to accelerate adoption and ensure long-term outcomes. You'll maintain a disciplined CRM-led pipeline, steering multi-stage opportunities toward sustainable growth. This position offers a chance to shape QA practices in an AI-driven software quality landscape.

• hybrid work options
• flexible time off
• transparent pay philosophy
• base salary + on-target commission
• generous benefits package
• professional development opportunities

• Own a portfolio of major accounts and drive new logo acquisition and expansion for Reflect
• Manage full sales cycle from prospecting to close with business, technical, and executive stakeholders
• Develop account and opportunity plans aligning Reflect capabilities with customer priorities and ROI
• Partner with Sales Engineering for demos, technical evaluations, and PoCs
• Collaborate with Customer Success to support outcomes, identify expansion opportunities, and strengthen relationships
• Maintain accurate pipeline/forecast and meet activity, pipeline, and revenue goals

• 5+ years of B2B SaaS sales in mid-market or enterprise environments
• Consistent quota attainment and pipeline development through multiple channels
• Experience selling to QA, Engineering, DevOps, Platform Engineering, Product, or tech stakeholders
• Ability to navigate multi-stakeholder sales processes (evaluations, procurement, legal, negotiations)
• Strong business acumen and communication linking product to value and ROI
• Experience with MEDDICC or similar methodology and disciplined CRM/pipeline management

• strong communication
• stakeholder management
• cross-functional collaboration
• MEDDICC or similar sales methodology
• CRM discipline/pipeline management