Strategic Account Manager

Checkmarx•Toronto, ON

About The Position

Checkmarx is the leader in agentic application security, delivering enterprise-grade protection while helping organizations lower engineering costs and accelerate development velocity. The Checkmarx One platform scans trillions of lines of code each year, enabling companies to cut vulnerability density by more than half. Autonomous security agents continuously detect and counter AI-driven threats across the software development lifecycle, delivering prevention-first protection for legacy, modern, and AI-generated code at enterprise scale. Complete AppSec coverage across human and AI-generated code, supply chain, and runtime risks. Real-time remediation built for the agentic development lifecycle (ADLC). This Canada territory is one of the most significant opportunities, rewarding patience, relationship depth, and a long-term ownership mentality. Year one is about building the foundation, with compounding starting in year two. The territory includes two Anchor Accounts: one of the top five global technology companies and a top five bank in Canada. 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. It also includes existing Checkmarx customers in the US that are subsidiaries of Canadian-headquartered companies. 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.

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.
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

Nice To Haves

Canadian market familiarity. Preferred. Building in Toronto and Quebec without knowing the market adds months to ramp.

Responsibilities

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.