Commercial Account Executive

Checkmarx is the enterprise application security leader and the host of Checkmarx One™ — the industry -leading cloud-native AppSec platform that helps enterprises build #DevSecTrust.

Description

Who are we?

Checkmarx is the leader in application security and ensures that enterprises worldwide can secure their application development from code to cloud. Our consolidated platform and services address the needs of enterprises by improving security and reducing TCO, while simultaneously building trust between AppSec, developers, and CISOs. At Checkmarx, we believe it’s not just about finding risk, but remediating it across the entire application footprint and software supply chain with one seamless process for all relevant stakeholders.

We are honored to serve more than 1,800 customers, which includes 40 percent of all Fortune 100 companies including Siemens, Airbus, SalesForce, Stellantis, Adidas, Wal-Mart and Sanofi.

Who are we looking for ?

Checkmarx is seeking a talented Commercial Account Executive to drive our growth across European small and medium businesses. As a Commercial Account Executive for one of the most innovative and forward-thinking application security solution providers, you will play a critical role in successfully managing, orchestrating, and sourcing SMB accounts and prospects, having a significant impact on our revenue growth across Europe.

The ideal candidate will have sales and relationship management experience in solution selling combined with a passion for learning about Checkmark’s platform, competitive advantages, and building strong connections with our customers.

You will leverage your customer management, business, and sales acumen to ensure you achieve the required renewal & expansion targets for your book of business. You will have experience in negotiating software licenses, a consultative approach to working with C-levels & procurement, and a passion for customer advocacy.

How will you make an impact?

In this role, you will identify, develop, and close multiple sales opportunities with small and medium-sized businesses in your assigned European territory. You will identify customers' pain points and build solutions that address their business requirements, working with companies ranging from 50 to 200 developers across various industries.

This role requires a consultative, high-velocity sales approach focused on helping SMBs adopt application security solutions quickly and efficiently, with a strong emphasis on building a robust pipeline and maintaining momentum throughout the sales cycle.

Responsibilities

• Sales Targets – Achieving over one hundred percent of your individual sales targets for new business, expansions, and renewals.
• Pipeline Generation - acquire a new customer database by calling into C-levels and key stakeholders within the prospect organizations, networking, and various customer account lists. Participates in campaigns and conferences work with the marketing team to understand new offers and leads in assigned regions, generates leads independently, and follows up appropriately.
• Consultative Selling – Success in this role requires a consultative, value-driven selling methodology tailored to the complexity of cybersecurity solutions. We're looking for professionals who can understand the "why" behind the technology, connect security to business outcomes, build trust & credibility.
• Relationship Management – develops and manages relationships with current clients to develop additional business as well as ensure a high level of client satisfaction.
•  Internal Team Coordination – Work effectively across Checkmarx's internal lines of business including Marketing, Product, Customer Success, Presales, Professional Services, Channel and Legal to orchestrate resources, and deliver seamless customer experiences.
• Navigate Complex Organizations – Effectively engage and build relationships with multiple lines of business and stakeholders across the prospect's organization, including Security, Development, DevOps, Compliance, and Executive Leadership. Understand each department's unique priorities and pain points, and articulate how our solutions deliver value across different functions while orchestrating internal resources to support a unified customer experience.
• Accurate Forecasting – captures activity information on a timely basis as client interactions occur to ensure accurate product and service forecasting.

Requirements

What is needed to succeed?

• 2-3 years of experience in sales (SDR, inside sales), renewal sales, customer success with consistent and proven trac record of achieving / overachieving targets.
• Experience in Meddic/Meddpic selling methodology (or other sales framework), qualification process, value pyramid etc …
• Strong written and verbal communication skills in English and native- level fluency in another European language (e.g. Spanish, Italian, Portuguese, Polish)
• Proficiency in a third European language is a plus
• Familiarity with SFDC and the reporting features it offers
• Ability to manage multiple accounts (20-30+) and track information accurately
• Flexible and adaptable self-starter with strong relationship-building skills & has the willingness to learn new skills
• Comfortable working in a fast-paced and dynamic environment
• Willing to go the extra mile with a strong work ethic; self-directed and resourceful

Qualification:

• Bachelor’s degree.
• 2–3 years of direct and/or indirect SaaS or cloud sales experience with a consistent record of revenue generation and closing business (e.g., President’s Club or similar achievements).
• Experience in MEDDIC/MEDDPIC selling methodology, revenue strategy, qualification process value pyramid etc.
• Track record in pipeline generation.
• Experience in sales for Software security or Developer Tooling is an advantage. 

What we have to offer

Checkmarx offers a great work environment, professional development, challenging careers, competitive compensation, great work-life balance, as well as great benefits and perks throughout the year. Checkmarx is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law.