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Checkmarx · 3 days ago

Strategic Account Manager - West Coast

Los Angeles, CA

Full-time

Onsite

Senior Level

$300K/yr - $320K/yr

5+ years exp

Checkmarx is the leader in application security, serving more than 1,800 customers including 40% of the Fortune 100. They are seeking a Strategic Account Manager to manage sales activities and drive revenue growth across the West Coast territory, focusing on both new customer acquisition and expansion of existing accounts.

Enterprise SoftwareSaaSSecuritySoftware

No H1B

Responsibilities

Own territory outcomes across new logos and expansion. You develop strategy, hunt aggressively, and execute growth within your book

Build key relationships by partnering with field marketing and channel teams. You identify influential stakeholders, channel partners, industry influencers, key accounts, and leverage those relationships to drive engagement and pipeline across your territory

Identify and manage multiple sales opportunities using MEDDIC/MEDDPICC. You drive complex, multi-stakeholder deal cycles with clear metrics and outcomes

Translate technical challenges into business narratives. You take technical complexity (false positives, architectural friction, code-to-cloud gaps, AI threats) and articulate business impact: engineering efficiency, compliance risk, revenue protection, feature velocity. You help customers understand why this matters to their bottom line

Navigate and build champions at all levels. You develop trusted relationships with technical stakeholders, security leaders, and C-suite executives. You know when to dig in with developers, when to escalate to the CISO, and when to secure CFO sponsorship

Own difficult conversations. You address implementation challenges and capability gaps head-on with customers. You maintain relationships while being direct about what's not working and positioning strategic solutions that drive action

Develop account and territory plans grounded in customer business objectives, not just tech capabilities

Collaborate with internal teams (Solutions Engineering, Professional Services, Product, Success) to craft proposals and ensure customer success

Deliver impactful presentations and demos that create demand. You speak technically or strategically depending on your audience

Stay current on market trends, especially AI, autonomous agents, and development velocity. You position Checkmarx as a strategic partner

Maintain clean Salesforce data and accurate account documentation. Your pipeline reflects your territory health

Represent Checkmarx at industry events and tradeshows. Travel within the West Coast region as needed

Qualification

Enterprise SaaS salesMEDDIC/MEDDPICC executionBusiness translationMulti-level relationship ownershipSalesforce proficiencyMicrosoft Office proficiencyIntellectual curiosityExecutive presenceTerritory owner mentalityVulnerabilityHumilityExperience in startups

Required

$500K to $1M+ enterprise deals on your track record. You've closed complex, multi-stakeholder deals in competitive environments. You understand how to navigate large organizational buying processes

5+ years in enterprise SaaS/subscription sales managing strategic accounts and new business within Fortune 500 or mid-market organizations

You actually execute MEDDIC/MEDDPICC. Not familiarity. Consistent execution. Your pipeline reflects disciplined qualification and stage progression

Intellectual curiosity and rapid learning. You don't need to be an AppSec expert, but you ask smart diagnostic questions and connect technical capabilities to business outcomes. You're comfortable saying 'I don't know' and using that to learn and deepen relationships

Executive presence across all organizational levels. You can speak to developers, CISOs, security architects, CFOs, and business leaders. You adapt your message while staying strategically consistent

Business translation. You connect technical challenges to organizational imperatives. You think like a business consultant and elevate conversations to the C-suite

Multi-level relationship ownership. You build champions at all levels. You're comfortable having courageous conversations about what's working and what's not. You address obstacles head-on while maintaining relationships

Territory owner mentality. You don't wait for leads. You hunt. You own outcomes on both new business and expansion with equal focus and accountability

Vulnerability and intellectual humility. You acknowledge gaps, ask for help, and use those moments to build credibility. You don't have all the answers, but you're resourceful and committed to solving problems

Proficiency with Microsoft Office, Salesforce, Outreach, Sales Navigator