Sales Manager, Swagger

Somerville, Massachusetts, United States

Sales Manager, Swagger

Lead and develop a high-performing North American Swagger sales team focused on driving enterprise SaaS revenue growth.

Execute strategic sales initiatives across customer acquisition, expansion, and cross-sell opportunities within SmartBear's top accounts.

Build and scale a culture of operational excellence, consultative selling, and forecast accuracy in a fast-paced environment.

Product Intro Swagger powers the world's leading API development and documentation ecosystem, helping organizations design, standardize, document, test, and govern APIs at scale. Trusted by millions of developers worldwide, Swagger enables teams to accelerate API adoption while improving collaboration, consistency, and software quality across the development lifecycle.

As part of SmartBear's API portfolio, Swagger helps organizations modernize application delivery and streamline communication between engineering teams, partners, and customers.

About the Role

• Lead a North American Core Sales team through proven sales methodologies, coaching, and operational rigor.
• Drive customer acquisition, up-selling, and cross-selling initiatives across SmartBear's Swagger customer base and top prospects.
• Develop and execute strategic territory and pipeline plans to accelerate growth, including enterprise deals exceeding $100K.
• Establish, monitor, and optimize sales funnel metrics while delivering accurate weekly forecasting and reporting.
• Partner closely with Marketing and cross-functional teams to refine SmartBear's Swagger value proposition and support revenue generation initiatives.
• Coach and develop sales representatives to strengthen consultative selling skills, executive-level engagement, and pipeline management.
• Monitor customer, market, and competitive trends to inform sales strategy and business decisions.
• Serve as a role model for SmartBear's values, culture, and leadership expectations.

We are looking for you if you have:

• 5+ years of SaaS or software sales experience, including 24 years of sales leadership experience.
• Experience managing and developing high-performing Core or Commercial Sales Representatives in a player-coach environment.
• Demonstrated success managing enterprise sales cycles ranging from three to six months.
• Proven ability to build executive-level customer and partner relationships in a consultative sales environment.
• Strong forecasting, pipeline management, and operational sales discipline.
• Excellent communication, collaboration, and interpersonal skills with the ability to influence across teams.
• Ability to thrive in a dynamic, fast-paced environment while balancing strategic and operational priorities.
• Experience collaborating cross-functionally with Marketing, Customer Success, and Sales Operations teams.

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 SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, and BuiltIn Best 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.