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:
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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.
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One expansion story, one new-logo story. A specific account you grew post-close, and a greenfield logo you sourced and closed yourself.
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Fortune 200+ experience. Your deal history should include named accounts at this scale.
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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
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Quota: $1M - $1.5M annual
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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)