Strategic Account Manager - West Coast
USA - California, CA
Sales
Full time
Remote
Checkmarx is the enterprise application security
leader and the host of Checkmarx One - the industry -leading cloud-native AppSec platform that
helps enterprises build#DevSecTrust.
Description
Who are we?
Checkmarx is the leader in application security, serving more than 1,800 customers including 40% of the Fortune 100. We help enterprises secure their applications from code to cloud while building trust between developers, AppSec, and CISOs.
What are we looking for?
Checkmarx is seeking a talented Strategic Account Manager to support our Sales activities. As a Strategic Account Manager for one of the most innovative and forward-thinking application security solution providers, you will fill a critical role by successfully managing, orchestrating, and sourcing accounts and prospects and have a significant impact on our revenue. In this role, you will manage multiple sales opportunities and strategic accounts in your assigned region as we grow our business in the US. This is a rare opportunity to showcase your skills, and your sales prowess and professionalism will be rewarded with uncapped earnings. We are looking for a self-motivated individual who is comfortable working in a fast-paced environment.
We're looking for a Strategic Account Manager to own growth across your West Coast territory. It's 50/50: hunting new logos and expanding existing enterprise accounts. You'll drive revenue in application security at a critical moment in the market, where AI and autonomous agents are changing the threat landscape.
The right person brings proven success selling to enterprise customers, intellectual humility, and the ability to translate technical complexity into business imperatives that C-suite executives care about. You're self-directed, build lasting relationships, and operate as a trusted advisor, not a vendor. Uncapped earning potential for top performers.
What you'll do
Own territory outcomes across new logos and expansion. You develop strategy, hunt aggressively, and execute growth within your book.
Build key relationships by partnering with field marketing and channel teams. You identify influential stakeholders, channel partners, industry influencers, key accounts, and leverage those relationships to drive engagement and pipeline across your territory.
Identify and manage multiple sales opportunities using MEDDIC/MEDDPICC. You drive complex, multi-stakeholder deal cycles with clear metrics and outcomes.
Translate technical challenges into business narratives. You take technical complexity (false positives, architectural friction, code-to-cloud gaps, AI threats) and articulate business impact: engineering efficiency, compliance risk, revenue protection, feature velocity. You help customers understand why this matters to their bottom line.
Navigate and build champions at all levels. You develop trusted relationships with technical stakeholders, security leaders, and C-suite executives. You know when to dig in with developers, when to escalate to the CISO, and when to secure CFO sponsorship.
Own difficult conversations. You address implementation challenges and capability gaps head-on with customers. You maintain relationships while being direct about what's not working and positioning strategic solutions that drive action.
Develop account and territory plans grounded in customer business objectives, not just tech capabilities.
Collaborate with internal teams (Solutions Engineering, Professional Services, Product, Success) to craft proposals and ensure customer success.
Deliver impactful presentations and demos that create demand. You speak technically or strategically depending on your audience.
Stay current on market trends , especially AI, autonomous agents, and development velocity. You position Checkmarx as a strategic partner.
Maintain clean Salesforce data and accurate account documentation. Your pipeline reflects your territory health.
Represent Checkmarx at industry events and tradeshows. Travel within the West Coast region as needed.
Requirements
What we need
$500K to $1M+ enterprise deals on your track record. You've closed complex, multi-stakeholder deals in competitive environments. You understand how to navigate large organizational buying processes.
5+ years in enterprise SaaS/subscription sales managing strategic accounts and new business within Fortune 500 or mid-market organizations.
You actually execute MEDDIC/MEDDPICC. Not familiarity. Consistent execution. Your pipeline reflects disciplined qualification and stage progression.
Intellectual curiosity and rapid learning. You don't need to be an AppSec expert, but you ask smart diagnostic questions and connect technical capabilities to business outcomes. You're comfortable saying "I don't know" and using that to learn and deepen relationships.
Executive presence across all organizational levels. You can speak to developers, CISOs, security architects, CFOs, and business leaders. You adapt your message while staying strategically consistent.
Business translation. You connect technical challenges to organizational imperatives. You think like a business consultant and elevate conversations to the C-suite.
Multi-level relationship ownership. You build champions at all levels. You're comfortable having courageous conversations about what's working and what's not. You address obstacles head-on while maintaining relationships.
Territory owner mentality. You don't wait for leads. You hunt. You own outcomes on both new business and expansion with equal focus and accountability.
Vulnerability and intellectual humility. You acknowledge gaps, ask for help, and use those moments to build credibility. You don't have all the answers, but you're resourceful and committed to solving problems.
Experience in startup or fast-moving global environments is a plus. You're comfortable with ambiguity and matrixed organizations.
Proficiency with Microsoft Office, Salesforce, Outreach, Sales Navigator.
Success metrics (12 months)
$3M+ new logo pipeline and $2M+ expansion pipeline
2-3 new logos closed at $500K to $1M+ ACV each
$1M+ in account expansion
Multi-threaded relationships with clear executive sponsors across key accounts
Documented account strategy and territory plan
Clean Salesforce pipeline with clear qualification and forecast reliability
Why join us
Uncapped earning potential. Meaningful impact on enterprise security at a critical inflection point. Collaborative environment with world-class teams. True territory ownership without micromanagement. Continuous learning and mentorship from experienced sales leaders.
What we have to offer
Competitive salary: OTE $300,000 to $320,000
Medical, dental, vision, 401(K), and additional incentives
Culture of community and opportunity to work in a growing organization
Room for career growth and professional development
Training and educational opportunities
Checkmarx is an Affirmative Action and Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status, or other characteristics protected by law. Checkmarx will only employ those who are legally authorized to work in the United States for this opening
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