Remote
SaaS
jobscollider
About this role
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.
Learn more at www.veracode.com , on the Veracode blog , and on LinkedIn and Twitter .
As a Principal Account Executive you are an experienced sales professional responsible for the full sales cycle, prospect to close within your assigned geographic territory. You will focus heavily on prospecting, selling and building strong relationships with key stakeholders in large enterprise accounts.
What you will be responsible for:
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
Required Skills:
5+ years of full-cycle sales experience selling technical B2B SaaS solutions to large enterprise customers Proven track record of achieving and exceeding sales targets Working knowledge of Force Management and MEDPICC deal qualification to identify, qualify and progress opportunities Ability to map and navigate complex relationships
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Geographic
Region-based territory assignment
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
Remote positions in sales offer flexibility but require strong self-discipline and proactive communication with distributed teams.
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