2-3 years in Federal sales or account management experience
Mastery of MEDDPICC/MEDDIC methodologies
Proficient in Salesforce and Clari for pipeline management
Skilled in AI tools for sales acceleration and research
Strong Excel proficiency for deal structure modeling
Experience negotiating software license deals
Strong work ethic and adaptability in dynamic environments
Responsibilities
Own and achieve new logo quota within the defined territory
Nurture and manage existing account renewals
Expand Checkmarx licensing in current accounts
Collaborate with Partner ecosystem for co-selling and net-new business
Cultivate a credible industry expert persona on LinkedIn
Maintain accurate customer and forecast information using Checkmarx tools
Build a strong sales pipeline at 5X target
Benefits
Medical, dental, vision benefits
401(K) plan and additional incentives
Community-focused culture in a growing organization
Opportunities for career growth and professional development
Training and educational opportunities available
Full Job Description
Description
What are we looking for?
At Checkmarx, we're looking for a highly driven, results-oriented Federal Account Manager to drive both new business acquisition and the growth of existing customer accounts across the U.S. federal sector. This role will own the full account lifecycle, from identifying and closing new opportunities within federal agencies to managing and expanding renewal relationships with existing customers to maximize install growth and long-term value.
The ideal candidate will have sales and relationship management experience in MEDDPICC/MEDDIC combined with a passion for learning about Checkmark's platform, competitive advantages, and building strong connections with our customers. You will leverage your customer management, business, and sales acumen to ensure you achieve the required targets for your book of business. You will have experience in negotiating software licenses, a consultative approach to working with C-levels & procurement, and a passion for customer advocacy.
How will you make an impact?
We bring security expertise, innovation, and multiple products to the table - pull up a seat and join this growing team of experienced and passionate individuals.
Members of this team at Checkmarx are highly motivated, skilled communicators who strive to understand client needs and create paths for customers to achieve their business objectives and goals.
Responsibilities
Own and deliver on new logo quota within your defined territory
Nurture existing accounts, overseeing the renewal health of each account.
Focus on expanding Checkmarx licensing within the existing accounts within your territory.
A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development
Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers.
Ability to cultivate a credible "industry expert" persona on LinkedIn; sharing AppSec insights to build a personal brand that attracts and engages key stakeholders.
Work with Checkmarx's tools and technology to keep accurate customer and forecast information and participate in weekly account reviews.
Build and maintain pipeline at 5X target.
Actively work to maintain strong relationships with Checkmarx's existing customer base while identifying opportunities for growing adoption
Lead and close multi-year deals
This position will involve face-to-face engagement with a customer base. If deemed appropriate, travel may be required to secure a relationship with the customer.
Ability to travel to channel and customer sites
Requirements
2 - 3 years of experience in Federal sales or account management
Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue
Skilled in Salesforce and Clari for accurate pipeline management and reporting, coupled with the ability to manage multiple prospect accounts with close attention to detail.
Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers.
Ability to cultivate a credible "industry expert" persona on LinkedIn, sharing AppSec insights to build a personal brand that attracts and engages key stakeholders.
Expert use of AI tools to accelerate the sales cycle, specifically for deep-dive research into net-new accounts and crafting highly personalized outreach for security buyers.
Proficiency in Excel to model complex, multi-year deal structures, ensuring margin preservation and creating thoughtful leverage for future negotiations.
A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development.
You will have experience negotiating software license deals.
Build and maintain a pipeline at 5X the target.
Preferences
Experience selling into Cybersecurity, Application Security, B2B SaaS, Developer tools, DevSecOps, or Software Development environments
Strong evidence of Quota Attainment and Sales Accomplishments
What we have to offer
Comp Range: OTE $135,000 - $165,000 (50/50 Split) - compensation may exceed this range based on experience, skills, and qualifications
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
About Checkmarx
Checkmarx is a software security company headquartered in Tel Aviv, Israel. The company was founded in 2006 by Maty Siman and provides solutions for identifying and fixing security vulnerabilities in software applications. Checkmarx's products are used by software developers and security professionals to ensure that their applications are secure and compliant with industry standards. The company has partnerships with major technology companies and has been recognized for its innovative approach to software security.
