Customer Development Account Executive

Every day, the world gets more digital thanks to tens of millions of developers building the future faster than ever. But with exponential growth comes exponential risk, as outnumbered security teams struggle to secure mountains of code. This is where Snyk (pronounced “sneak”) comes in. Snyk is a developer security platform that makes it easy for development teams to find, prioritize, and fix security vulnerabilities in code, dependencies, containers, and cloud infrastructure — and do it all right from the start. Snyk is on a mission to make the world a more secure place by empowering developers to develop fast and stay secure.

As part of the Customer Development Organization within a global sales org, you will play a meaningful role in scaling one of the fastest-growing companies in the Developer and Security spaces. As a Customer Development Account Executive at Snyk, you'll be leading the end-to-end post-sales customer journey and will be responsible for identifying opportunities to expand and retain within your existing client base by maintaining lasting relationships with key stakeholders in the DevSecOps space and digital transformation teams at companies.

The CDAE role requires core sales competencies, knowledge around how to drive high-customer impact across our solutions/customer use cases, proactive problem spotting/solving, and ability to provide thought-leadership to form a trusted partnership but also a strong underlying hunting mentality to go after customer TAM and maximize renewal events. 

The higher-account ratio of this role indicates a stronger focus on being led by renewal dates with a few prioritized accounts to target for proactive expansion. The CDAE should have in-depth knowledge about Snyk and how we can help customers against common use-cases/triggers for expansion and whitespace cross/upsell opps, but will likely know less about each individual customer in their patch.

You’ll Spend Your Time:

• Use available systems, tools, product roadmaps, and customer data to prioritize target accounts and establish relevant levels of cadence: e.g. email vs. meeting vs. CBRs etc.
• For high-priority accounts, develop a clear and concise understanding of the customer needs and business goals (mutual success planning), and work with the internal teams to develop clear strategies for driving increased adoption, expansion opportunities (cross-sell and up-sell), and drive high renewal rates.
• Manage and coordinate the building of credible and value-driven multi-level relationships between Snyk and customers.
• Monitor renewal risks (e.g. low adoption, loss of champion, etc.) and take proactive action to mitigate ahead of renewal timeframe.
• Manage the renewal and expansion sales cycles across accounts- coordinating specialist support as necessary in alignment with account strategy.
• Aim to help Snyk become a trusted advisor- provide customer champions information on the ever-changing AppSec landscape.
• Manage & assist CDSE with escalations to ensure timely and quality resolutions to customer issues and concerns.

What You’ll Need:

• 3-4 years internal or external AE/CSM/AM hire with a proven record of target achievement.
• Strong sales and data bias & continuous target achievement in past roles.
• Ability to recommend and position Snyk's solutions to key personas & against customer pains.
• Experience coordinating specialists into account in support of the broader account and partnership strategy.
• Strong commercial awareness: ability to develop compelling propositions based on Snyk's impact areas, customer stories, and high-level knowledge of the industry.
• Intermediate Product knowledge of Snyk or technical curiosity.
• High level of maturity/emotional intelligence/empathy Natural propensity and skill in developing, maintaining, and growing relationships.
• Proactive: proven track record of using all available resources (peers, enablement, systems/tools) to drive continued learning and apply concepts in role.
• Understand and assess complex and sometimes unfamiliar situations, visualize solutions and see through to resolution.

We care deeply about the warm, inclusive environment we’ve created and we value diversity – we welcome applications from those typically underrepresented in tech. If you like the sound of this role but are not totally sure whether you’re the right person, do apply anyway!

 

About Snyk

Snyk is committed to creating an inclusive and engaging environment where our employees can thrive as we rally behind our common mission to make the digital world a safer place. From Snyk employee resource groups, to global benefits that help our employees prioritize their health, wellness, financial security, and a