Commercial Account Executive

2 semanas atrás

Braga, Braga, Portugal Checkmarx Tempo inteiro

Who are we?

Checkmarx is the leading application security provider shaping how organizations build secure software in the AI era. Our AI-powered technology protects the world's leading brands through Checkmarx One, the industry's most comprehensive cloud-native platform that secures every phase of development for every application. We empower enterprises to shift security everywhere—from code to cloud—ensuring they can innovate at speed without compromising security. Trusted by more than 1,800 customers, including 60% of the Fortune 100, we're at the forefront of shaping how organizations build secure software.

What are we looking for?

Checkmarx is seeking a motivated, customer-focused Junior Account Manager to manage renewals and drive expansion within our growing SMB customer base. This role is perfect for someone early in their sales career who wants to develop strong account management skills in a fast-paced SaaS environment. You'll own a portfolio of small and mid-sized business accounts across Europe, ensuring high renewal rates while identifying opportunities to expand Checkmarx's application security solutions within your book of business.

How will you make an impact?

Renewals Management (Primary Focus)

  • Achieve or exceed quarterly and annual renewal rate targets for your assigned book of business
  • Proactively engage customers 120+ days before renewal to understand usage, satisfaction, and needs
  • Execute streamlined renewal processes, negotiating pricing and terms for standard contracts
  • Identify and mitigate churn risks early through regular account health monitoring
  • Coordinate with Customer Success to address technical or adoption challenges impacting renewals

Growth & Expansion

  • Identify and pursue expansion and migration opportunities within existing accounts (additional users, products, or modules)
  • Conduct discovery calls to understand evolving security needs and gaps in current coverage
  • Present value propositions to C-LEVEL
  • Close upsell and cross-sell deals within your accounts to meet expansion revenue targets
  • Leverage product usage data and customer feedback to tailor expansion proposals

Account Management

  • Maintain accurate records in Salesforce (SFDC) including account details, activities, and forecasts
  • Conduct regular business reviews & roadmap updates with key stakeholders
  • Build strong relationships with accounts in your portfolio
  • Collaborate with Customer Success, Sales Engineers, and Support teams to ensure customer satisfaction
  • Respond promptly to customer inquiries and coordinate internal resources as needed
  • If deemed appropriate, travel may be required to secure a relationship with the customer.

Pipeline & Forecasting

  • Maintain accurate renewal forecasts and report on account health metrics
  • Participate in weekly pipeline reviews with sales leadership
  • Track at-risk accounts and develop action plans to protect revenue
  • Document customer objections, competitive intelligence, and market feedback

 If deemed appropriate, travel may be required to secure a relationship with the customer.

Requirements

What is needed to succeed?

  • 1-2 years of experience in sales (SDR, inside sales), renewal sales;
  • Strong written and verbal communication skills in English and proficiency in another European language.
  • Familiarity with SFDC and the reporting features it offers
  • Ability to manage multiple accounts 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

Key Metrics

  • Understanding of Application Security & DevSecOps.
  • Understanding of Business Development (expansions) & renewal sales.
  • Successful track record selling products and services to C-level and senior management level for Small & Medium customers.
  • Metrics of success include meeting Checkmarx's subscription annuity revenue budget, year-to-year growth, and identification of opportunities for cross-sell/upsell pipeline & drive closure
  • Have demonstrated oral and written communication, project management, client management, and time management skills.
  • Manage the change in scope process from initiation to closure
  • Daily customer negotiations, and presentations are expected.
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.

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