Account Executive

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.  

Account Manager 

Reporting to the APAC Sales Director, the Account Manager 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 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.

Successful candidates are required to be on site in the Bangalore office min 3 days a week.

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 deals
• Highly organised, results driven and extremely self-motivated
• Accountable 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 email
• Proven experience in outbound sales, with a demonstrated ability to proactively generate and qualify leads, build a pipeline, and close deals
• Must be comfortable with using outbound sales tools eg 6Sense, Sales Navigator, Outreach and comfortable cold calling, prospecting, and initiating contact with potential clients at C suite level to drive new business opportunities

Responsibilities:

• Drive Billings and ARR within a defined territory
• Discover, prospect and qualify new opportunities as well as up-sell opportunities within existing customer base
• 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 SE’s, marketing, Channel and product owners to share account knowledge and execute on sales strategies
• Work closely with Customer Success team to ensure successful roll-out, adoption and on-going use of the product
• Proven ability to effectively communicate the value proposition of SmartBear solutions to prospects and customers
• 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

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.