Strategic Account Manager

Checkmarx   All Jobs Strategic Account Manager Sales US - Arizona Senior Full time ID: P0213 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 designThe OpportunityWe'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 OwnOwn expansion and retention across a multi-year enterprise install baseBuild and close net-new pipeline within a defined set of named target accountsExecute strategic account plans focused on expansion, renewals, and net-new growthProspect, develop, and close targeted greenfield enterprise accountsLead complex, multi-stakeholder sales cycles using MEDDIC / MEDDPICCConduct executive-level discovery aligned to business, security, and technology prioritiesPosition Checkmarx's Application Security and Agentic AI solutions as strategic platformsPartner with Sales Engineering, Customer Success, and leadership to drive customer outcomesMaintain accurate pipeline, forecasting, and activity tracking in SalesforceTarget Locations: West Coast states: California, Oregon, Washington, Nevada, ArizonaProve It: What We're Actually Screening ForAnyone 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 MatterQuota: $1M - $1.5M annualYear 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 experienceExperience selling to very large enterprise accounts: Fortune 500 statusExperience selling into Developer, DevSecOps, and Cybersecurity buyer personasDemonstrated experience with both account expansion/upsell and new logo acquisitionExperience using a formal sales methodology (MEDDIC, MEDDPICC, Challenger, Command of the Message, or similar)Experience managing sales cycles longer than 6 months involving multiple stakeholdersExperience presenting to or negotiating with C-level...