Principal Account Manager

Veracode

full-time

Posted on: 9/4/2025

Location: Massachusetts • 🇺🇸 United States

✨ AI Apply

Lead

Cloud

About the role

Own and drive additional revenue within existing Veracode customers through upsells, cross-sells, and deeper platform adoption.
Identify customer needs via discovery and align Veracode value proposition to customer outcomes.
Execute full sales cycle within accounts using MEDDPICC: qualification, business case development, forecasting, and negotiation.
Build and maintain trusted advisor relationships with key stakeholders across client organizations.
Deliver accurate forecasts and account updates to sales leadership.
Partner with Customer Success, Product, and Marketing to ensure customer satisfaction and influence the product roadmap.
Act as a strategic advisor helping enterprise clients achieve their risk and security goals using Veracode's Application Risk Management platform.

Account Expansion: Identify and execute opportunities to grow existing enterprise accounts through upsells, cross-sells, and deeper platform adoption.
Discovery & Value Alignment: Uncover customer needs through discovery, map them to our value proposition, and clearly articulate differentiated value.
Sales Process Execution: Drive the full sales cycle within existing accounts using MEDDPICC methodology, including qualification, business case development, forecasting, and value-based negotiation.
Relationship Management: Build and maintain trusted advisor relationships with key stakeholders across client organizations.
Forecasting & Reporting: Deliver accurate and timely forecasts and account updates to sales leadership.
Cross-Functional Collaboration: Partner with Customer Success, Product, and Marketing teams to ensure customer satisfaction and influence the product roadmap.
Strong sales acumen, strategic mindset, and passion for helping enterprise clients achieve risk and security goals.