5+ years of complex SaaS enterprise sales experience involving $300K-$1M+ deals.
Proven ability to build and develop a sales pipeline.
Experience executing MEDDIC methodology rigorously throughout the entire pipeline.
Strong instincts for channel development and nurturing partner relationships.
Familiarity with the Canadian market, especially in Toronto and Quebec, preferred for quicker ramp-up.
Ability to communicate effectively with diverse audiences, from technical teams to executives.
Demonstrated intellectual curiosity and willingness to learn about Application Security.
Responsibilities
Build and own a strategic customer base through multi-threaded relationships.
Develop the Canadian market by generating a new logo pipeline and expanding channel relationships.
Re-engage and stabilize existing accounts for future growth opportunities.
Identify and pursue new enterprise customers in a growing brand awareness market.
Articulate AppSec complexity as strategic business priorities to various stakeholders.
Implement MEDDIC with accuracy in pipeline qualification and deal forecasting.
Cultivate relationships with champions at all decision-making levels.
Collaborate with internal teams to drive enterprise deal success.
Maintain accurate pipeline data reflecting real territory health.
Benefits
Competitive salary with substantial earning potential.
Community-focused company culture encouraging growth.
Opportunities for career advancement and professional development.
Access to training and educational resources.
Full Job Description
Description
This Canada territory is one of the most significant opportunities we have open.
Territory Transparency
This territory rewards patience, relationship depth, and a long-term ownership mentality. Year one is about building the foundation. The compounding starts in year two.
The territory has two Anchor Accounts:
One of the top five global technology companies is a genuine strategic account with substantial multi-year expansion upside; the kind of complex, multi-BU strategic engagement that takes patience and skill to develop but pays off at scale.
A top five bank in Canada, a large existing account navigating a restructure; the immediate motion is relationship ownership and stability, with expansion access opening over time.
Additional territory details:
Canada (Toronto & Quebec) is an emerging market for Checkmarx with strategic, enterprise and commercial customers in place, early-stage channel relationships to develop, and no ceiling on what a skilled builder can create.
Includes existing Checkmarx customers in the US that are subsidiaries of Canadian-headquartered companies, built-in cross-border relationships you can expand from day one.
This territory has an immediate pipeline, but the real upside belongs to someone who builds beyond the existing customer base: new logo acquisition, strategic channel development, and the relationships that turn an emerging market into a scaled one.
WHAT YOU'LL DO
Build and own strategic customer base. Develop multi-threaded relationships across a complex, multi-BU enterprise organization. Create and execute a long-term account strategy that unlocks expansion revenue. Relationship ownership and trust-building now. Expansion of motion when the timing is right.
Develop the Canadian market. Generate a new logo pipeline in Toronto and Quebec. Grow early-stage channel relationships into real pipeline contributors. You'll build the infrastructure as well as use it.
Own the existing account base. Re-engage enterprise customers across the region. Stabilize relationships and lay the groundwork for expansion.
Hunt Net New Customers. Identify and pursue net new enterprise logos in a market where Checkmarx brand awareness is growing. You generate your own pipeline; you do not wait for it.
Translate AppSec complexity into business outcomes. False positive noise, AI-generated code risk, supply chain exposure, developer friction. You make these land with CISOs, CTOs, and CFOs as strategic business priorities, not security department problems.
Execute MEDDIC with discipline. Your pipeline reflects accurate qualification and stage progression. You qualify hard and forecast accurately, including when deals are not ready.
Build champions at every level. From CISOs, Head of AppSec, Platform Engineering to Heads of Development. You understand who decides, who influences, and who blocks, and you are building all three simultaneously.
Partner with Solutions Engineering, Customer Success, and Professional Services. Enterprise deals require a team. You lead the account, coordinate the resources, and own the outcome.
Maintain clean pipeline data. Your Salesforce reflects territory health, not optimism. Stage progression is evidence-based.
WHAT SUCCESS LOOKS LIKE
We've built the year one targets around what the territory actually supports - not a generic quota that ignores account reality.
Year 1 Definition of Success
Existing Customers
Multi-threaded across 2+ business units
First expansion opportunity in late-stage or closed
Account strategy documented and aligned with leadership
Foundation in place for expansion of conversation
Canada new logo
$1M+ qualified pipeline developed
1 new logo closed or in final stage
2+ partners actively generating introductions
Pipeline discipline
MEDDIC-qualified pipeline
Forecast accuracy within 15% of actuals
By Q3. Clean Salesforce data
Requirements
Complex SaaS enterprise sales experience. 5+ years closing $300K-$1M+ deals with multi-stakeholder buying processes, procurement, and executive sponsorship in the same cycle.
A proven Pipeline builder. You've developed territory from a limited pipeline before and can point to where and how.
Real MEDDIC execution. Consistent application across your full pipeline, not selective for use on big deals. Your qualification rigor shows your forecast accuracy.
Channel development instincts. You know how to develop early-stage partner relationships into pipeline contributors, not just route deals through channel.
Canadian market familiarity. Preferred. Building in Toronto and Quebec without knowing the market adds months to ramp.
Executive presence. You adapt your message for developers, AppSec leads, CISOs, and board-level conversations without losing strategic consistency.
Intellectual curiosity. You do not need to be an AppSec expert on day one. You need to ask smart diagnostic questions, connect technical reality to business outcomes, and learn fast. Saying 'I don't know - let me find out' builds more credibility than bluffing.
Coachability. You operate well
What we have to offer
Competitive salary: OTE: 280,000 to 350,000 CAD
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.
