Account Executive

At SmartBear, we believe building great software starts with quality—and we're helping our customers make that happen every day.Our solution hubs—SmartBear API Hub, SmartBear Insight Hub, and SmartBear Test Hub, featuring HaloAI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster.SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.Account Executive EMEAReporting to the EMEA Sales Manager, the Account Executive role within SmartBear is an integral part of our continued success.You will be a trusted advisor to our most valued customers, driving both their success and that of SmartBear.This position will drive the growth of SmartBear through new and cross sell opportunities.It is truly an exciting role for the right person, dealing with companies in EMEA that will support and drive our revenue growth.For this role, you need to be relationship builder.Someone who can engage with customers at all levels to communicate the value of our software portfolio and helping support the customer with achieving their business goals.Ideally to be successful in this role you will already be displaying the following characteristics:A demonstrable track record of selling high value and transactional deals2+ years of experience in a full-cycle closing role, within the SaaS industryHighly organised, results driven and extremely self-motivatedAccountable and interest in continuous learning to master your craft.Extensive communication skills, you should be equally as comfortable speaking with a manual tester as you would be with senior level executives by phone and emailResponsibilities:Drive Billings and ARR within a defined territoryDiscover, prospect and qualify new opportunities as well as up-sell opportunities within existing customer baseRepresent SmartBear to the customer in all sales-related matters and understand the customer's business, product requirements, and industry challengesDirect complex sales cycles-including account mapping, development of high-level relationships, account strategies, and business casesEffectively maintain sales pipeline data and activity reports, providing management with accurate sales forecastsCollaborate with SE's, marketing, Channel and product owners to share account knowledge and execute on sales strategiesWork closely with Customer Success team to ensure successful roll-out, adoption and on-going use of the productProven ability to effectively communicate the value proposition of SmartBear solutions to prospects and customersSelf-motivation, time management and personal accountability; overall hunter mentality with entrepreneurial spirit.Strong analytical and presentation skills using common sales and business toolsExcellent oral & written communication skillsStrong organization and planning skills**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 ourSmartBears; 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 andBangalore, India.- We'vewon major industry(product and company) awards including B2B Innovators Award, Content Marketing Association,IntellyXDigital Innovator andBuiltInBest Places to Work.SmartBear 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, color, 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.