Key skills
Enterprise SaaS salesWestern U.S. territory salesEnterprise cybersecurity salesSaaS solutions salesSales to CISOs and CIOsSecurity buying processOutbound sales prospectingPipeline generationEnterprise software sales cyclesMEDDPICC sales methodologyChallenger sales methodologySalesforce CRMClariChannel partner salesSales forecastingPipeline managementSales analyticsCoachingAIAnalyticsSaaSSalesforceCRMLeadershipRisk ManagementCommunicationCustomer SuccessSales
About this role
Veracode is a global leader in Application Risk Management for the AI era. As the Manager of West Sales, you will lead a team of Enterprise Account Executives to acquire new customers and drive sales execution in the Western U.S.
Responsibilities:
- 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
Requirements:
- 5+ years of experience managing Enterprise SaaS sales teams, preferably within a high-growth technology organization
- Demonstrated experience managing or selling into the Western U.S. territory, with a strong understanding of regional enterprise accounts, market dynamics, and customer landscape
- Proven success leading teams that consistently achieve or exceed new business and revenue targets
- Experience selling enterprise cybersecurity or SaaS solutions to executive-level buyers, including Chief Information Security Officers (CISOs), CIOs, and other senior IT and security stakeholders
- Demonstrated understanding of the security buying process and the ability to coach sales teams on engaging security leaders through complex enterprise sales cycles
- Experience developing outbound-focused sales organizations with strong prospecting and pipeline generation disciplines
- Strong understanding of enterprise software sales cycles and modern sales methodologies such as MEDDPICC, Challenger, or similar
- Proficiency with Salesforce CRM and Clari, including pipeline management, forecasting, opportunity inspection, and sales analytics
- Experience working with channel partners, resellers, or alliance organizations to drive sales growth
- Demonstrated ability to coach, motivate, and develop high-performing sales professionals
- Strong forecasting, pipeline management, and analytical skills
- Excellent communication, presentation, and leadership abilities
- Ability to operate with urgency, accountability, and adaptability in a rapidly evolving business environment