DescriptionThe 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 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.
RequirementsRequired:- 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
