Veracode

Sales

• Lead, coach, and develop a team of Enterprise Account Executives focused on new logo acquisition across the Western U.S.
• Recruit, onboard, and ramp new sales talent while building a high-performing, accountable sales culture.
• Establish clear performance expectations, provide ongoing coaching, and drive execution against territory and account plans.
• Foster a culture of proactive prospecting, outbound engagement, and creative pipeline generation.
• Partner closely with Marketing, Sales Development, Customer Success, and Channel teams to create and accelerate qualified pipeline.
• Build strong relationships with regional partners, resellers, and system integrators to expand market coverage and drive incremental revenue.
• Maintain rigorous pipeline management, forecast accuracy, and disciplined opportunity inspection to consistently achieve quarterly and annual sales targets.
• Apply MEDDPICC or similar sales methodology to improve qualification, deal progression, and forecast predictability.
• Act as a player-coach by participating in strategic customer meetings, executive presentations, and key deal negotiations when needed.
• Monitor sales performance metrics, identify areas for improvement, and implement action plans to optimize team success.
• Collaborate cross-functionally to ensure an exceptional customer experience throughout the sales process.

Sales Manager, West

Customer Success Manager

• Increase renewal rates and reduce churn.
• Expand revenue through cross-sell and up-sell opportunities.
• Enhance product adoption, customer satisfaction, and health scores.
• Foster customer advocacy and generate references for new business growth.
• Use data and analytics to enhance customer success metrics, identify trends, and drive decisions; maintain customer health scores, churn prediction models and key performance indicators.
• Map and enhance the customer journey, identifying key touchpoints and interventions.
• Develop and refine segmentation strategies to tailor customer success packages.
• Continuously improve processes based on industry best practices.
• Oversee onboarding, training, and professional services for seamless customer integration.
• Lead customer support and success management teams.
• Drive initiatives for renewals, cross-sell, up-sell, and customer advocacy.
• Establish and track operational metrics to measure effectiveness.
• Recruit, mentor, and retain top talent.
• Create a rapid onboarding process and foster a culture of continuous learning ensuring ongoing training and development for the Customer Success team.
• Encourage collaboration within the team and across the customer lifecycle.
• Implement enablement programs around DevOps, DevSecOps, Cloud Development and Application Security.
• Stay current with industry trends and integrate relevant advancements into team training.

Senior Director, Global Customer Success

Account Manager

• Develop financial models and business cases to evaluate new products, market expansion opportunities, partnerships, and investment decisions.
• Support annual strategic planning processes, including long-range planning and executive-level business reviews.
• Prepare executive presentations and strategic recommendations for senior leadership and Board discussions.
• Monitor business performance against strategic objectives and identify areas for operational improvement.
• Conduct market, competitive, and industry analyses to identify growth opportunities, emerging trends, and strategic risks.
• Build a repeatable marketplace program that addresses how partner-based offerings are evaluated, structured, launched, sold, supported, and then used to inform broader Corporate Development decisions.
• Launching new partner-based offerings into market, including early messaging, sales motion, enablement, and customer targeting.
• Supporting early customer conversations and using those learnings to refine the offer, messaging, and GTM model.
• Managing partner relationships in the marketplace program through initial growth, renewals and expansion opportunities.
• Operating the marketplace program effectively across product, sales, support, finance, legal, channel, marketing, security, and GRC.
• Support the development and evolution of Veracode's pricing and packaging strategy across products and customer segments.
• Lead Veracode’s cross functional Pricing Committee that serves as the primary governance body for pricing-related decisions.
• Analyze customer purchasing behavior, usage trends, renewal data, and competitive pricing to identify optimization opportunities.
• Build pricing models and scenario analyses to evaluate pricing changes and revenue impacts.

Senior Director, Strategic Partnerships, Pricing and Monetization

Product Marketing

• Develop and refine positioning, messaging, and value propositions for Veracode’s core products and new innovations.
• Lead end-to-end planning and execution for product launches, releases, and major feature updates.
• Partner with sales enablement to create compelling sales collateral, pitch decks, battle cards, demos, and training materials.
• Work with content, demand gen, and creative teams to produce high-impact assets.
• Partner closely with Product Management, Sales, Demand Generation, Field Marketing, and PR to drive pipeline, adoption, and revenue growth.

Product Marketing Manager

Account Executive

• Learn the product offerings to become a subject matter expert for key clients.
• Develop account and territory sales plans and strategies for assigned customer base to meet assigned sales quotas and goals.
• Conduct outbound prospecting and maintain key relationships to educate current and potential clients on products and services.
• Prepare and present sales proposals and quotations to clients.
• Organize, track and maintain client account and contact information, as well as prospect updates in CRM database.
• Review and negotiate complex agreements and be the primary contact for Veracode.
• Own and resolve general sales inquiries pertaining to accounts and respond to RFPs.
• Collaborate across the organization with business development, marketing, services, pre-sales engineering, renewals, development, and executive teams to ensure successful go to market strategies.
• Attend and participate in trade shows and seminars as needed.
• Participate in other tasks or projects as requested by supervisor/manager.

Principal Account Executive – Italy, Iberia

Principal Account Executive – Benelux

• Create and execute a strategic territory plan to attract and close business leveraging cross-functional relationships with business development and marketing as well as regional partners and system integrators
• Accurately forecast and deliver a predictable sales cycle, and understand and engage with upper management to move deals through complex sales cycles
• Challenge, consult with and inspire our prospects to think differently, beyond immediate needs, to engage in a value-based sales motion from initial discovery through proof of concept to purchase order
• Participate in industry-leading events attended by innovative cutting-edge vendors and thought leaders
• Continuous sales training and learning opportunities to further elevate your career