Job Title: Enterprise Account Executive
We are seeking a highly skilled and experienced Enterprise Account Executive to join our team at SmartBear. As an Enterprise Account Representative, you will be responsible for driving billings and ARR within assigned strategic accounts, building relationships with VPs and C-level contacts, and representing SmartBear to customers in all sales-related matters.
About the Role
* 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 the 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 the Customer Success team to plan strategic business reviews with your key accounts, in addition to ensuring a successful roll-out, adoption and ongoing use of the products.
Your Qualifications
* 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 organized, results-driven, and extremely self-motivated.
What We Offer
* 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.