Customer Development Account Executive

Find and automatically fix vulnerabilities in your code, open source dependencies, containers, and infrastructure as code — all powered by Snyk’s industry-leading security intelligence.

Snyk

1,001-5,000

United States only

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Every day, the world gets more digital thanks to tens of millions of developers building the future faster than ever. But with exponential growth comes exponential risk, as outnumbered security teams struggle to secure mountains of code. This is where Snyk (pronounced “sneak”) comes in. Snyk is a developer security platform that makes it easy for development teams to find, prioritize, and fix security vulnerabilities in code, dependencies, containers, and cloud infrastructure — and do it all right from the start. Snyk is on a mission to make the world a more secure place by empowering developers to develop fast and stay secure.

As part of the Customer Development Organization within a global sales org, you will play a meaningful role in scaling one of the fastest-growing companies in the Developer and Security spaces. As a Customer Development Account Executive at Snyk, you'll be leading the end-to-end post-sales customer journey and will be responsible for identifying opportunities to expand and retain within your existing client base by maintaining lasting relationships with key stakeholders in the DevSecOps space and digital transformation teams at companies.

You will have the opportunity to contribute to the iterative improvement of our sales process, tone and approach, and you'll have plenty of scope to inform the way we develop our internal tooling to help you work efficiently and effectively.

We're a collaborative team from a variety of backgrounds, made up of sales executives and technical sales engineers. We spend time coaching each other, giving and receiving feedback, and ensuring we work together to make the most of the skills and experience we have within the team to maximize performance and earning potential.

You’ll Spend Your Time:

Manage the renewal and expansion sales cycles across accounts- coordinating specialist support as necessary in alignment with account strategy
Owning the post-sales end-to-end customer relationship in assigned accounts:

Understanding the health and sentiment of the account
Monitor renewal risks (e.g. low adoption, loss of champion, etc.) and take proactive action to mitigate ahead of the renewal timeframe
Setting the goals for each customer
Coordinating and connecting customers with necessary Snyk resources; managing Snyk resource usage i.e. Snyk Support or Product Team
Using creative licensing packages and incentives to keep the account ARR at even or above
Aim to help Snyk become a trusted advisor- provide customer champions information on the ever-changing appsec landscape
Manage assist with escalations to ensure timely and quality resolutions to customer issues and concerns.

Carrying a quota with specific metrics associated with the sales cycle

What You’ll Need:

3+ Years of work experience as an Account Manager, Key Account Manager, Sales Account Manager, Junior Account Manager, Renewal Manager, Licensing Specialist, or relevant role
Experience working with technical customers previously, and proven knowledge about the software development life cycle or application security space
Demonstrable ability to communicate, present and influence key stakeholders based on their pain and biz requirements at all levels of an organization, including executive and C-level
Ability to lead and drive Sales strategy and vision for a mission-critical suite of products delivered via a Software as a Service (SaaS) model
Experience managing 40+ accounts, negotiating deals, as well as familiarity with channel partners (resellers), all while navigating internal stakeholder requirements
Comfortability with engaging in consultative discovery conversations to uncover account expansion opportunities, solidify current product investments, and negotiate multi-year subscription opportunities
Experience delivering client-focused solutions to customer needs that have a financial business impact
A strong track record of expansion quota attainment customer retention
Ability to accurately forecast all deals monthly / quarterly to Manager and even executive leadership
Excellent listening, negotiation,and presentation abilities
Solid experience with CRM software (e.g. Salesforce, HubSpot)
Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail

We care deeply about the warm, inclusive environment we’ve created and we value diversity – we welcome applications from those typically underrepresented in tech. If you like the sound of this role but are not totally sure whether you’re the right person, do apply anyway!

About Snyk

Snyk is committed to creating an inclusive and engaging environment where our employees can thrive as we rally behind our common mission to make the digital world a safer place. From Snyk employee resource groups, to global benefits that help our employees prioritize their health, wellness, financial security, and a work/life blend, we aim to support our employees along their entire journeys here at Snyk.

Benefits Programs

Prioritize health, wellness, financial security, and life balance with programs tailored to your location and role.

Flexible working hours, work-from home allowances, in-office perks, and time off for learning and self development
Generous vacation and wellness time off, country-specific holidays, and 100% paid parental leave for all caregivers
Health benefits, employee assistance plans, and annual wellness allowance
Country-specific life insurance, disability benefits, and retirement/pension programs, plus mobile phone and education allowances

About this role

Apply before

July 26th, 2023

Job posted

May 27th, 2023

Job type

Full Time

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About Snyk

Learn about Snyk and their company culture.

View company profile

Our mission is to help developers use open source code and stay secure.

The use of open source software is booming: technology is integral to almost every facet of our lives, and almost all software developers rely on open source components.

We’re so used to using open source that we treat it like our own code - but it’s not. What’s more, anyone can find and exploit vulnerabilities within this code, and most open source maintainers aren’t security experts. With open source software, security is a key concern.

About us

At Snyk, we believe that the open source world and the community around it is a force for good. We’ve brought together a team of security experts and talented software developers to make it easier for everyone to use open source safely.

Over 2.2M developers already depend on our enterprise-grade solution to find and fix their vulnerable dependencies. We protect more than 100,000 open source projects, and we have many large organisations on board, including Google, New Relic and ASOS.

We receive regular contributions (and love!) from the community, we have some fantastic partners amplifying our reach, and around 1,500 badges in GitHub championing us, including top projects like FreeCodeCamp and request.

We recently raised $300M from investors such as Accel and Tiger Global, bringing our company valuation to 4.7 billion, and demonstrating that they are as excited as we are by Snyk’s progress and potential.

We care deeply about the warm, inclusive working environment we've fostered, where we can benefit from the different perspectives within our team. We are collaborative, curious, and respectful - it’s important to us that everyone feels comfortable contributing their ideas and views.

We are around 500+ people (and counting!), distributed across offices in London, Tel Aviv, Ottawa, and Boston, with several people working fully-remote. We’ve made an organisational commitment to building a strong, effective, distributed company: we form teams across multiple offices wherever possible, and we invest in communication so that we can benefit from each others’ perspectives. As well as an always-on webcam so we can see what’s happening in each office, we make heavy use of video calls, Slack, and some inter-office travel.

What’s next?

We’re making great progress, and there’s lots more to do:

open source is growing across every ecosystem, and each package manager works differently: we’re taking on the challenge of building a model that works for all of them and can fully cover the entire codebase
we’re building an industry-leading database of vulnerabilities, and we want to use machine learning models and even more targeted research to build it faster and better.
we need to make sure our system scales in a robust, maintainable way so that we can make security business as usual for more developers across the world.
we want to use our team’s expertise to continue educating and enabling developers to take responsibility for secure development, and to adopt great security practices without slowing down.
we need to get our product to the people who need it, and work closely with our users to learn what they need and how we can better support them.
we’d love to provide first class security tools across the full end-to-end software development life cycle and seamlessly fit into every developer’s workflow
we want to expand our vulnerability remediation and offer even better monitoring

Plus the ongoing challenge of building a cohesive distributed company across continents!

You’ll love working with us if:

you care about working on something that's genuinely useful
you have a positive mindset: you're excited by unfamiliar challenges and learning new things
you're collaborative, supportive, and love to help others learn
you believe in shared accountability, celebrating success, and learning from failures
you want to join a startup and accelerate your career
you're excited about working in a diverse, distributed team
you want to help more people use open source and stay secure