Strategic Account Manager

Description

Checkmarx is the AI-powered application security leader helping the world's most security-conscious enterprises secure the software that powers modern life. For more than two decades, our unified platform and services have helped organizations protect human and AI-generated code from the first line through runtime, reducing risk across applications, cloud, and the software supply chain without slowing innovation.

We're trusted by 1,600+ customers in 70+ countries, including some of the largest enterprises and governments in the world. Guided by research-led innovation and a developer-first mindset, we help every developer, security team, and enterprise build software that is risk-free by design

The Opportunity

We're hiring a Strategic Account Manager to own and grow a book of named enterprise accounts across the West Coast while building net-new pipeline within a defined set of target accounts. This role is built for a seller with a proven track record selling to Developer/DevSecOps or Cybersecurity buyers; someone who thrives in complex, consultative sales cycles and can point to real numbers behind both expansion and self-sourced new-business results.

You'll operate as a trusted advisor to executive, security, and engineering leaders at Fortune 200+ organizations, owning the full sales lifecycle from prospecting through close.

What You'll Own

• Own expansion and retention across a multi-year enterprise install base
• Build and close net-new pipeline within a defined set of named target accounts
• Execute strategic account plans focused on expansion, renewals, and net-new growth
• Prospect, develop, and close targeted greenfield enterprise accounts
• Lead complex, multi-stakeholder sales cycles using MEDDIC / MEDDPICC
• Conduct executive-level discovery aligned to business, security, and technology priorities
• Position Checkmarx's Application Security and Agentic AI solutions as strategic platforms
• Partner with Sales Engineering, Customer Success, and leadership to drive customer outcomes
• Maintain accurate pipeline, forecasting, and activity tracking in Salesforce
• Target Locations: West Coast states: California, Oregon, Washington, Nevada, Arizona

Prove It: What We're Actually Screening For

• Anyone can list “MEDDIC” and “hunter mindset” on a resume. Here's what gets you an interview:
• The number, not the title. Come ready to discuss your last 3 years of quota attainment and team rank — not just “consistently exceeded quota.”
• A track record of self-sourced pipeline. You can speak to how much net-new pipeline you personally created — not inherited, not marketing-sourced — in each of the last two years.
• One expansion story, one new-logo story. A specific account you grew post-close, and a greenfield logo you sourced and closed yourself.
• Fortune 200+ experience. Your deal history should include named accounts at this scale.
• A real MEDDPICC artifact. Be ready to walk through how you scoped Economic Buyer, Metrics, and Decision Criteria on an actual deal.

Details That Matter

• Quota: $1M - $1.5M annual
• Year One Success Looks Like: Durable ownership of your install base, a self-sourced net-new pipeline that proves you can hunt as well as farm, and at least one closed-won or closed-expanded logo by Q3.

Requirements

Required:

• 5+ years of quota-carrying, full-cycle SaaS or cloud sales experience
• Experience selling to very large enterprise accounts: Fortune 500 status
• Experience selling into Developer, DevSecOps, and Cybersecurity buyer personas
• Demonstrated experience with both account expansion/upsell and new logo acquisition
• Experience using a formal sales methodology (MEDDIC, MEDDPICC, Challenger, Command of the Message, or similar)
• Experience managing sales cycles longer than 6 months involving multiple stakeholders
• Experience presenting to or negotiating with C-level or VP-level executives
• CRM experience (Salesforce or equivalent)
• Current residency in California, Oregon, Washington, Nevada, or Arizona

Preferred:

• Experience selling Application Security, DevSecOps, DevOps, or SDLC-related platforms specifically
• Experience selling into named Fortune 200 accounts
• History of quota attainment above 100% for 2+ consecutive years
• President's Club, Chairman's Club, or equivalent top-performer recognition
• Experience with AI/ML-adjacent security or developer tooling

What we have to offer

• Competitive Compensation