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Checkmarx is an AI-powered application security platform trusted by 1,600+ customers across 70+ countries. The company is a 7X Gartner Leader in application security, helping enterprises secure software from development through runtime without slowing innovation.
This Strategic Account Manager role covers the Canada territory (Toronto and Quebec), one of Checkmarx's most significant emerging market opportunities. You will build and own a strategic customer base, develop multi-threaded relationships across complex enterprise organizations, and execute long-term account strategies that unlock expansion revenue.
Key responsibilities include:
- Build and own strategic customer relationships across multi-business-unit enterprises, creating expansion strategies that compound over time
- Develop the Canadian market by generating new logo pipeline in Toronto and Quebec, growing early-stage channel relationships into real contributors
- Own the existing account base, re-engaging enterprise customers and stabilizing relationships for future expansion
- Hunt net new enterprise logos in a market where Checkmarx brand awareness is growing; you generate your own pipeline
- Translate application security complexity (false positives, AI-generated code risk, supply chain exposure) into business outcomes for CISOs, CTOs, and CFOs
- Execute MEDDIC methodology with discipline, maintaining accurate pipeline qualification and stage progression
- Build champions at every organizational level—from CISOs and AppSec leaders to development heads—understanding decision-makers, influencers, and blockers
- Partner with Solutions Engineering, Customer Success, and Professional Services to deliver enterprise deals
- Maintain clean, evidence-based pipeline data in Salesforce
The territory includes two anchor accounts: a top-five global technology company with substantial multi-year expansion upside, and a top-five Canadian bank navigating restructure. You'll also manage existing Checkmarx customers in the US that are subsidiaries of Canadian companies, providing built-in cross-border expansion opportunities.
Year one success metrics focus on realistic territory potential: multi-threading across 2+ business units at existing customers, $1M+ qualified pipeline for new logos, 1 new logo closed or in final stage, and 2+ active partners generating introductions. The role rewards patience, relationship depth, and long-term ownership mentality, with compounding upside beginning in year two.
