As the Manager, West Sales, you will be responsible for leading, coaching, and developing a team of high-performing Enterprise Account Executives focused on acquiring net new customers across the Western U.S. You will drive pipeline generation, sales execution, and forecast accuracy while fostering a high-performance culture centered on customer outcomes and consistent growth.
This region is critical to Veracode's continued expansion and requires a hands-on leader who thrives in a fast-paced SaaS environment, leads by example, and excels at coaching teams to exceed their goals.
What You Will Be Responsible For:- Lead, coach, and develop a team of Enterprise Account Executives focused on new logo acquisition across the Western U.S.
- Recruit, onboard, and ramp new sales talent while building a high-performing, accountable sales culture.
- Establish clear performance expectations, provide ongoing coaching, and drive execution against territory and account plans.
- Foster a culture of proactive prospecting, outbound engagement, and creative pipeline generation.
- Partner closely with Marketing, Sales Development, Customer Success, and Channel teams to create and accelerate qualified pipeline.
- Build strong relationships with regional partners, resellers, and system integrators to expand market coverage and drive incremental revenue.
- Maintain rigorous pipeline management, forecast accuracy, and disciplined opportunity inspection to consistently achieve quarterly and annual sales targets.
- Apply MEDDPICC or similar sales methodology to improve qualification, deal progression, and forecast predictability.
- Act as a player-coach by participating in strategic customer meetings, executive presentations, and key deal negotiations when needed.
- Monitor sales performance metrics, identify areas for improvement, and implement action plans to optimize team success.
- Collaborate cross-functionally to ensure an exceptional customer experience throughout the sales process.
Required Skills- 5+ years of experience managing Enterprise SaaS sales teams, preferably within a high-growth technology organization.
- Demonstrated experience managing or selling into the Western U.S. territory, with a strong understanding of regional enterprise accounts, market dynamics, and customer landscape.
- Proven success leading teams that consistently achieve or exceed new business and revenue targets.
- Experience selling enterprise cybersecurity or SaaS solutions to executive-level buyers, including Chief Information Security Officers (CISOs), CIOs, and other senior IT and security stakeholders.
- Demonstrated understanding of the security buying process and the ability to coach sales teams on engaging security leaders through complex enterprise sales cycles.
- Experience developing outbound-focused sales organizations with strong prospecting and pipeline generation disciplines.
- Strong understanding of enterprise software sales cycles and modern sales methodologies such as MEDDPICC, Challenger, or similar.
- Proficiency with Salesforce CRM and Clari, including pipeline management, forecasting, opportunity inspection, and sales analytics.
- Experience working with channel partners, resellers, or alliance organizations to drive sales growth.
- Demonstrated ability to coach, motivate, and develop high-performing sales professionals.
- Strong forecasting, pipeline management, and analytical skills.
- Excellent communication, presentation, and leadership abilities.
- Ability to operate with urgency, accountability, and adaptability in a rapidly evolving business environment.
What we offer you - Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs.
- Wellness benefits to help you focus on what's most important.
- "Take What You Need" time off policy.
- Extensive development and training offerings to help you grow your career at Veracode.
- Generous 401k match to help save for your future.
- Amazing community of professionals who take pride in what we do every day.
Compensation Transparency In accordance with U.S. pay transparency laws, Veracode provides compensation transparency for roles based in the United States. Click here to view our compensation ranges by grade. Please note, specific compensation may be influenced by various factors including candidates experience, education, and work location.
Job Grade: Manager
