Manager, Sales (West)
Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market? Look no further than Veracode !
Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment.
Learn more at , on the Veracode blog , and on LinkedIn and Twitter .
As the Manager, West Sales, you will be responsible for leading, coaching, and developing a team of high-performing Enterprise Account Executives focused on acquiring net new customers across the Western U.S. You will drive pipeline generation, sales execution, and forecast accuracy while fostering a high-performance culture centered on customer outcomes and consistent growth.
This region is critical to Veracode 's continued expansion and requires a hands-on leader who thrives in a fast-paced SaaS environment, leads by example, and excels at coaching teams to exceed their goals.
What You Will Be Responsible For:
- Lead, coach, and develop a team of Enterprise Account Executives focused on new logo acquisition across the Western U.S.
- Recruit, onboard, and ramp new sales talent while building a high-performing, accountable sales culture.
- Establish clear performance expectations, provide ongoing coaching, and drive execution against territory and account plans.
- Foster a culture of proactive prospecting, outbound engagement, and creative pipeline generation.
- Partner closely with Marketing, Sales Development, Customer Success, and Channel teams to create and accelerate qualified pipeline.
- Build strong relationships with regional partners, resellers, and system integrators to expand market coverage and drive incremental revenue.
- Maintain rigorous pipeline management, forecast accuracy, and disciplined opportunity inspection to consistently achieve quarterly and annual sales targets.
- Apply MEDDPICC or similar sales methodology to improve qualification, deal progression, and forecast predictability.
- Act as a player-coach by participating in strategic customer meetings, executive presentations, and key deal negotiations when needed.
- Monitor sales performance metrics, identify areas for improvement, and implement action plans to optimize team success.
- Collaborate cross-functionally to ensure an exceptional customer experience throughout the sales process.
Required Skills
- 5+ years of experience managing Enterprise SaaS sales teams, preferably within a high-growth technology organization.
- Demonstrated experience managing or selling into the Western U.S. territory, with a strong understanding of regional enterprise accounts, market dynamics, and customer landscape.
- Proven success leading teams that consistently achieve or exceed new business and revenue targets.
- Experience selling enterprise cybersecurity or SaaS solutions to executive-level buyers, including Chief Information Security Officers (CISOs), CIOs, and other senior IT and security stakeholders.
- Demonstrated understanding of the security buying process and the ability to coach sales teams on engaging security leaders through complex enterprise sales cycles.
- Experience developing outbound-focused sales organizations with strong prospecting and pipeline generation disciplines.
- Strong understanding of enterprise software sales cycles and modern sales methodologies such as MEDDPICC, Challenger, or similar.
- Proficiency with Salesforce CRM and Clari, including pipeline management, forecasting, opportunity inspection, and sales analytics.
- Experience working with channel partners, resellers, or alliance organizations to drive sales growth.
- Demonstrated ability to coach, motivate, and develop high-performing sales professionals.
- Strong forecasting, pipeline management, and analytical ski