Manager, Sales (West)

ABOUT THE ROLE The Manager, Sales (West) will be responsible for leading a team of high-performing Enterprise Account Executives focused on acquiring net new customers across the Western U.S. This role is critical to Veracode's continued expansion and requires a hands-on leader who thrives in a fast-paced SaaS environment. WHAT YOU'LL DO As the Manager, Sales (West), you will drive pipeline generation, sales execution, and forecast accuracy while fostering a high-performance culture centered on customer outcomes and consistent growth. Your responsibilities will include: - Leading, coaching, and developing a team of Enterprise Account Executives focused on new logo acquisition across the Western U.S. - Recruiting, onboarding, and ramping new sales talent while building a high-performing, accountable sales culture. - Establishing clear performance expectations, providing ongoing coaching, and driving execution against territory and account plans. - Fostering a culture of proactive prospecting, outbound engagement, and creative pipeline generation. - Partnering closely with Marketing, Sales Development, Customer Success, and Channel teams to create and accelerate qualified pipeline. - Building strong relationships with regional partners, resellers, and system integrators to expand market coverage and drive incremental revenue. - Maintaining rigorous pipeline management, forecast accuracy, and disciplined opportunity inspection to consistently achieve quarterly and annual sales targets. - Applying MEDDPICC or similar sales methodology to improve qualification, deal progression, and forecast predictability. - Participating in strategic customer meetings, executive presentations, and key deal negotiations when needed. - Monitoring sales performance metrics, identifying areas for improvement, and implementing action plans to optimize team success. - Collaborating cross-functionally to ensure an exceptional customer experience throughout the sales process. WHAT YOU'LL NEED To be successful in this role, you will need: - 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. WHY REMOTE As a remote employee, you will have the flexibility to