• Qualify and manage marketing-generated inbound sales leads through the full sales cycle. • Identify & target prospects in the LATAM territory via prospecting. • Work closely with Solution Engineers in gathering requirements and proposing high value solutions. • Gain a deep understanding of the strengths and weaknesses of competing products, and effectively illustrate the value of our high-quality/market-leading solutions to prospects. • Recognize high value sales opportunities, and work with Mid-Market prospects on GTM strategy that will yield a win-win partnership. • Effectively gather intelligence on markets, prospects, and competition using various resources. • Meet or exceed quota expectations.

• Drive outbound prospecting and relationship-building with new accounts • Execute high-volume outreach and convert leads into qualified opportunities • Navigate complex sales cycles and close multi-site partnerships • Identify and pursue new business opportunities across assigned markets • Build relationships with property groups and portfolio owners from initial contact through partnership • Manage a high-activity pipeline with strong conversion metrics and deal velocity • Close long-term, multi-site agreements through consultative selling and value demonstration • Collaborate with internal teams to refine messaging and improve sales processes • Provide market intelligence on landlord priorities, competitive landscape, and emerging opportunities

• Actively perform outbound prospecting, identifying and developing new opportunities • Contact cold and warm leads and reactivate previous opportunities • Manage the full sales cycle, from prospecting through closing • Handle negotiations with multiple stakeholders (corporate accounts) • Build and maintain a healthy, predictable, and consistent pipeline • Maintain disciplined follow-ups and a strong sense of urgency • Develop demand generation and account reactivation strategies • Work in partnership with marketing, pre-sales, and strategic partners • Operate in a consultative sales model, focused on solutions and projects

Role Description At Checkmarx, we’re looking for a highly driven, results-oriented Commercial Account Manager that will sell to (SMB) small to medium sized accounts to lead new business acquisitions across the US. This is a 100% hunting role - ideal for someone who thrives on opening doors, building pipeline from scratch, and closing high-value deals in a fast-paced, competitive environment. - Own new logo quota within your defined territory. - Leverage customer management, business, and sales acumen to achieve targets. - Experience in negotiating software licenses with a consultative approach. - Passion for customer advocacy and building strong connections with customers. Responsibilities - Own and deliver on new logo quota within your defined territory. - A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments. - Collaborate with a Partner ecosystem to co-sell and drive net-new business. - Cultivate a credible "industry expert" persona on LinkedIn. - Work with Checkmark’s tools to keep accurate customer and forecast information. - Build and maintain pipeline at 5X target. - Maintain strong relationships with Checkmark’s existing customer base. - Lead and close multi-year deals. - Face-to-face engagement with a customer base; travel may be required. Qualifications - 3 to 5 years of experience in B2B SaaS sales or account management. - Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue. - Skilled in Salesforce and Clari for accurate pipeline management. - Experience collaborating with a Partner ecosystem. - Ability to cultivate a credible "industry expert" persona on LinkedIn. - Expert use of AI tools for deep-dive research and personalized outreach. - Proficiency in Excel for modeling complex, multi-year deal structures. - Experience negotiating software license deals. Requirements - Build and maintain pipeline at 5X target. - Resourceful professional with a strong work ethic. Benefits - Competitive Compensation. - Medical, dental, vision, 401(K), and additional incentives. - Culture of community and opportunity to work in a growing organization. - Room for career growth and professional development. - Training and educational opportunities.