Federal Account Manager

Summary

Checkmarx is an AI-powered application security company helping enterprises and governments secure software across applications, cloud, and the software supply chain. The Federal Account Manager will drive new business acquisition and expand existing customer accounts across the U.S. federal sector, managing the full account lifecycle, renewals, pipeline, and multi-year software licensing deals.

Responsibilities

• Own and deliver on new logo quota within your defined territory
• Nurture existing accounts, overseeing the renewal health of each account
• Focus on expanding Checkmarx licensing within the existing accounts within your territory
• A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development
• 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 Checkmarx’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 Checkmarx’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
• Ability to travel to channel and customer sites

Skills

• The ideal candidate will have sales and relationship management experience in **MEDDPICC/MEDDIC 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 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
• A resourceful professional with a **strong work ethic who thrives in fast-paced, dynamic environments** and is committed to continuous skill development
• 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
• 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
• Ability to travel to channel and customer sites
• 2 - 3 years of experience in Federal sales or account management
• Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue
• Skilled in Salesforce and Clari for accurate pipeline management and reporting, coupled with the ability to manage multiple prospect accounts with close 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 a pipeline at 5X the target
• Experience selling into Cybersecurity, Application Security, B2B SaaS, Developer tools, DevSecOps, or Software Development environments
• Strong evidence of Quota Attainment and Sales Accomplishments

Qualifications

Must Haves

• The ideal candidate will have sales and relationship management experience in **MEDDPICC/MEDDIC 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 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
• A resourceful professional with a **strong work ethic who thrives in fast-paced, dynamic environments** and is committed to continuous skill development
• 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
• 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
• Ability to travel to channel and customer sites
• 2 - 3 years of experience in Federal sales or account management
• Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue
• Skilled in Salesforce and Clari for accurate pipeline management and reporting, coupled with the ability to manage multiple prospect accounts with close 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 a pipeline at 5X the target

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

Benefits

• Medical, dental, and vision insurance
• 401(k)
• Additional incentives
• Culture of community and opportunity to work in a growing organization
• Room for career growth and professional development
• Training and educational opportunities
• United States - Remote work arrangement