Veracode: Principal Account Executive

About Veracode

Veracode is an innovative, high-growth, multi-award-winning company operating at the forefront of the security market. As a global leader in Application Risk Management for the AI era, Veracode's platform is trusted by organizations worldwide to build and maintain secure software. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, Veracode ensures security from code creation to cloud deployment. Learn more at www.veracode.com, on the Veracode blog, and on LinkedIn and Twitter.

The Role

As a Principal Account Executive (PAE), you will be a key individual responsible for prospecting, maintaining, and expanding relationships with accounts in your assigned territories. Your role will encompass the full sales cycle, including outbound prospecting, pipeline development, and closing new business. We are seeking self-starters with a hunter mentality who exhibit a consultative selling approach with our customers and channel partners.

What You’ll Be Doing:

• Become a subject matter expert on Veracode’s product offerings to serve key clients effectively.
• Develop comprehensive account and territory sales plans and strategies 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 persuasive sales proposals and quotations to clients.
• Organize, track, and maintain client account and contact information, along with prospect updates, in the CRM database.
• Review and negotiate complex agreements, serving as the primary contact for Veracode.
• Own and resolve general sales inquiries pertaining to accounts and respond to RFPs.
• Collaborate across departments, including 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 your supervisor/manager.

What We’re Looking For:

• 5-8 years of Sales experience selling B2B applications, specifically in on-demand/SaaS or IT Infrastructure Management.
• Fluent in French is desired.
• Proven track record of selling to technical audiences such as Security, Dev/Ops, and IT Operations, as well as C-Level executives.
• Strong business acumen and a history of quota over-achievement.
• Ability to adapt to a rapidly expanding and changing environment within a high-growth company.
• Capability to work effectively in both direct and channel selling environments.
• Clear understanding of procurement processes, negotiations, and deal closing.
• Force Management experience is desirable.
• Experience with SFDC or equivalent CRM systems.
• Willingness to travel up to 20%.

Fraudulent Recruitment Alert - Be Aware and Stay Informed

Veracode prioritizes a secure recruitment process. Be aware of fake recruitment and job offer scams that aim to deceive candidates through emails and calls to obtain sensitive information. Our recruitment promise includes:

• Comprehensive Interview Process: We never extend job offers without thorough interviews involving our recruitment team and hiring managers.
• Offer Communications: Job offers are not sent solely via email, and we will never ask you to pay for your own hardware.
• Email Verification: All recruiting emails from Veracode will originate from an "@veracode.com" email address.

If you have any doubts about the authenticity of communication claiming to be from Veracode, please contact us at careers@veracode.com before taking any further action.