Commercial Account Manager

Checkmarx

37d•Onsite

About The Position

Checkmarx is seeking a highly driven, results-oriented Commercial Account Manager to sell to small-to-medium-sized businesses (SMB) and lead new business acquisition across the US. This is a 100% hunting role focused on opening doors, building pipeline from scratch, and closing high-value deals in a fast-paced, competitive environment. The ideal candidate will own new logo quota within their defined territory and possess sales and relationship management experience, ideally with MEDDPICC/MEDDIC methodologies. A passion for learning about Checkmarx's platform, competitive advantages, and building strong customer connections is essential. The role requires leveraging customer management, business, and sales acumen to achieve targets, with experience in negotiating software licenses, a consultative approach to C-level and procurement interactions, and a passion for customer advocacy. Members of the Checkmarx team are highly motivated, skilled communicators who strive to understand client needs and create paths for customers to achieve their business objectives and goals. This position will involve face-to-face engagement with a customer base, and travel may be required.

Requirements

3 to 5 years of experience in B2B SaaS sales or account management
Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue
Skilled in SFDC and Clari for accurate pipeline management and reporting, coupled with the ability to manage multiple prospect accounts with high 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 pipeline at 5X target.
Ability to travel to channel and customer sites

Nice To Haves

Experience selling into Cybersecurity, Application Security, B2B SaaS, Developer tools, DevSecOps, or Software Development environments
Strong evidence of Quota Attainment and Sales Accomplishments

Responsibilities

Own and deliver on new logo quota within your defined territory
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 Checkmark’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 Checkmark’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.

Benefits

Competitive Compensation: OTE $185,000 with a 60/40 split (base salary $111,000)
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

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