Principal Account Manager

Principal Account Manager Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market? Look no further than Veracode! Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment. We're seeking a Principal Account Manager to own and drive additional revenue within existing Veracode customers. This high-impact role is ideal for someone with a strong sales acumen, a strategic mindset, and a passion for helping enterprise clients achieve their risk and security goals through innovative solutions. Learn more at www.veracode.com, on the Veracode blog, and on LinkedIn and Twitter. What you will be responsible for: 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 to influence the product roadmap based on client feedback. Required Skills: 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 to influence the product roadmap based on client feedback What we offer you Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs. Wellness benefits to help you focus on what’s most important. “Take What You Need” time off policy. Extensive development and training offerings to help you grow your career at Veracode. Generous 401k match to help save for your future. Amazing community of professionals who take pride in what we do every day. Compensation Transparency In accordance with U. S. pay transparency laws, Veracode provides compensation transparency for roles based in the United States. Click here to view our compensation ranges by grade. Please note, specific compensation may be influenced by various factors including candidates experience, education, and work location. Job Grade:Principal Employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Fraudulent Recruitment Alert - Be Aware and Stay Informed At Veracode, we prioritize a secure recruitment process. Unfortunately, fake recruitment and job offer scams are on the rise. They aim to deceive candidates through emails and calls to obtain sensitive information. Here’s our recruitment promise to you: Comprehensive Interview Process: We never extend job offers without a comprehensive interview process involving our recruitment team and hiring managers. Offer Communications: Our job offers are not sent solely through email, and we will never ask you to pay for your own hardware. Email Verification: Recruiting emails from Veracode will always originate from an “@veracode.com" email address. If you have any doubts about the authenticity of an email, letter, or telephone communication claiming to be from Veracode, please reach out to us [email protected] taking any further action. Apply to this Job