Censys is building the most credible, robust map of the Internet through IP scanning, DNS lookups, web crawling, ingestion of millions of certificates, and new algorithms. We are a true security startup with midwestern roots and we believe that by increasing human intuition and understanding of networks, operations, and security practices, organizations can protect themselves from vulnerability and risk.
We're looking to grow our sales team and add our first Account Executive focused on our federal business. The right person for this job will have a proven track record of closing new logos and expansion revenue, has a consultative, evangelical demeanor, and uses a problem-solving sales approach. This person demonstrates all the behaviors associated with a high performance sales culture, specifically managing a pipeline, delivering results against a quota and maintaining productive client relationships.
What you’ll do:
Manage inbound leads from MQL through sales funnel by leveraging existing tools
Grow sales in the Federal sector
Become a resident expert on the Censys products and sell new / existing customers on our our security data and SaaS platform
Ability to sell at different levels within an organization ranging from the practitioner all the way to C-level
Close large, complex deals involving multiple executive level stakeholders
Exceed activity, pipeline and revenue goals on a quarterly basis
Develop and maintain a substantial pipeline of qualified opportunities, and consistently maintain an accurate forecast
Successfully negotiate win-win agreements based on value selling
Experience you’ll have:
University or college degree in Computer Science, Marketing, or an acceptable combination of education and experience
3+ years of software selling experience in security industry, specifically selling into the federal/government space
Experience selling at an early stage company where you must evangelize a product in an emerging market
Consistent track record over achieving a quota over $1M
Experience managing and closing complex sales-cycles using solution selling techniques with sales cycles 6 months or longer
Skilled in virtual presentations, online web demos, remote sales processes
Proficiency using SalesForce.com
Bonus: Understanding of MEDDIC, Force Management or Value Selling
We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer.