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: OTE (Salary + Commission): $280,000 to $330,000 - Commissions are Uncapped with Bonus Accelerators kicking in early
• 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 Inc. is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail requestdisabilityaccomodation@checkmarx.com. This email is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only messages left for this purpose will be returned. Messages left for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response.