Veracode

Role Description As the Manager, East Sales, you will be responsible for leading, coaching, and developing a team of high-performing Enterprise Account Executives focused on acquiring net new customers across the Eastern U.S. You will drive pipeline generation, sales execution, and forecast accuracy while fostering a high-performance culture centered on customer outcomes and consistent growth. This region is critical to Veracode's continued expansion and requires a hands-on leader who thrives in a fast-paced SaaS environment, leads by example, and excels at coaching teams to exceed their goals. What You Will Be Responsible For: - Lead, coach, and develop a team of Enterprise Account Executives focused on new logo acquisition across the Eastern 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. Qualifications - 5+ years of experience managing Enterprise SaaS sales teams, preferably within a high-growth technology organization. - Demonstrated experience managing or selling into the Eastern 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. Benefits - 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.

• Understand the technologies, constraints and other issues of an application security program and its implementation. • Demonstrate Veracode platform, value proposition and technology for prospects, customers, and partners. • Understand the customer's business, security, and compliance challenges. • Match Veracode solutions to customer's business and technical requirements. • Complete RFPs, security questionnaires, and 3rd party security attestations. • Present Veracode’s vision, strategy and product roadmaps to executives and technical management. • Provide customer-oriented feedback to internal product development groups to guide the future direction of the Veracode service.

• 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.

Title: Enterprise Inside Sales Representative - EAST Location: HQ - Burlington, MA Job Description: Looking for an innovative, high-growth company in one of the hottest segments of the security market? Come join our team at Veracode! We are seeking a high energy Inside Sales Representative to actively prospect and close new logo business within the enterprise market. This hybrid role is based in our Burlington, MA HQ location where you will have the opportunity to travel into your designated territory when needed. This individual will be responsible for the full sales cycle including outbound prospecting, building pipeline and closing business. The ideal candidate will have a hunter mentality, consultative selling approach, strong presentation skills and be a team player. Veracode has created an environment that fosters upward mobility and career growth so we are searching for high energy, hard-working individuals that would like to grow with us. Job Responsibilities: - Target, manage and sell to enterprise companies in a defined geographic territory - Hunt and aggressively prospect for new logo business via call and email campaigns into the lead database, list builds, social media contacts etc. - Close and process all prospects, managing the full sales lifecycle - Create and deliver accurate sales forecasts - Conduct telephone and/or online meetings with prospects using collaboration tools - Travel into territory to generate pipeline, accelerate sales with prospects and customers, cultivate partner relationships and, support regional events - Up to 20% travel or, as required Skills & Requirements Desired Qualifications and Experience: - 4+ years of Inside Sales experience selling B2B applications; on-demand/SaaS, IT Infrastructure Management - Proven track record of selling to technical audiences like Security, Dev/Ops and IT Operations, leaders (CIO, CTO, CISO, VP of Engineering, VP of AppDev etc.) - A proven history of quota over-achievement - Ability to work in a rapidly expanding and changing environment at a high growth company - Ability to adopt new products and services into Veracode’s sales methodology - Ability to uncover accounts’ needs and effectively differentiate how the Veracode approach will meet them - Passionate about technology - Team player attitude - Excellent verbal and written communication skills a must - SFDC or equivalent CRM experience - Undergraduate degree preferred

• Increase renewal rates and reduce churn. • Expand revenue through cross-sell and up-sell opportunities. • Enhance product adoption, customer satisfaction, and health scores. • Foster customer advocacy and generate references for new business growth. • Use data and analytics to enhance customer success metrics, identify trends, and drive decisions; maintain customer health scores, churn prediction models and key performance indicators. • Map and enhance the customer journey, identifying key touchpoints and interventions. • Develop and refine segmentation strategies to tailor customer success packages. • Continuously improve processes based on industry best practices. • Oversee onboarding, training, and professional services for seamless customer integration. • Lead customer support and success management teams. • Drive initiatives for renewals, cross-sell, up-sell, and customer advocacy. • Establish and track operational metrics to measure effectiveness. • Recruit, mentor, and retain top talent. • Create a rapid onboarding process and foster a culture of continuous learning ensuring ongoing training and development for the Customer Success team. • Encourage collaboration within the team and across the customer lifecycle. • Implement enablement programs around DevOps, DevSecOps, Cloud Development and Application Security. • Stay current with industry trends and integrate relevant advancements into team training.

• Develop and refine positioning, messaging, and value propositions for Veracode’s core products and new innovations. • Lead end-to-end planning and execution for product launches, releases, and major feature updates. • Partner with sales enablement to create compelling sales collateral, pitch decks, battle cards, demos, and training materials. • Work with content, demand gen, and creative teams to produce high-impact assets. • Partner closely with Product Management, Sales, Demand Generation, Field Marketing, and PR to drive pipeline, adoption, and revenue growth.

• Learn the product offerings to become a subject matter expert for key clients. • Develop account and territory sales plans and strategies for assigned customer base 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 sales proposals and quotations to clients. • Organize, track and maintain client account and contact information, as well as prospect updates in CRM database. • Review and negotiate complex agreements and be the primary contact for Veracode. • Own and resolve general sales inquiries pertaining to accounts and respond to RFPs. • Collaborate across the organization with 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 supervisor/manager.

• Learn the product offerings to become a subject matter expert for key clients. • Develop account and territory sales plans and strategies for assigned customer base 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 sales proposals and quotations to clients. • Organize, track and maintain client account and contact information, as well as prospect updates in CRM database. • Review and negotiate complex agreements and be the primary contact for Veracode. • Own and resolve general sales inquiries pertaining to accounts and respond to RFPs. • Collaborate across the organization with 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 supervisor/manager.

• Create and execute a strategic territory plan to attract and close business leveraging cross-functional relationships with business development and marketing as well as regional partners and system integrators • Accurately forecast and deliver a predictable sales cycle, and understand and engage with upper management to move deals through complex sales cycles • Challenge, consult with and inspire our prospects to think differently, beyond immediate needs, to engage in a value-based sales motion from initial discovery through proof of concept to purchase order • Participate in industry-leading events attended by innovative cutting-edge vendors and thought leaders • Continuous sales training and learning opportunities to further elevate your career

• Understand the technologies, constraints, and implementation issues associated with application security and cloud security program. • Understand the customer's business, security, and compliance challenges. • Match Veracode solutions to customer's business and technical requirements • Demonstrate Veracode platform, value proposition and technology for prospects, customers, and partners. • Complete RFPs, security questionnaires, and 3rd party security attestations. • Present Veracode’s vision, strategy and product roadmaps to executives and technical management. • Provide customer-oriented feedback to internal product development groups to guide the future direction of Veracode solutions • Participate in industry and channel conferences/events.