Censys - Account Executive, EMEA

Dublin, Ireland (Remote)

You can’t protect what you can’t see. Censys helps the best cybersecurity teams in the world know where they’re exposed online. When a new zero day or malware sweeps the internet, a security team’s remediation plans are only as good as what they know to protect. 

Our origin story comes from a question posed in a university classroom - “what if someone figured out how to survey every asset exposed to the entire internet?” These days, we’ve taken that challenge to the next level - “can we attribute those assets to an actual organization and warn them in time to resolve the issue?” With our Series B round and international launch earlier this year, it’s an exciting time to join a small team that’s solving an exponential problem. We’re creating a new category, and we’re looking for people who want to leave their mark on our culture, voice, and emerging industry.

We’re looking to hire an Account Executive that will be responsible for selling our data and SaaS platform. In addition to helping us surpass our revenue goals, you’ll have the responsibility to help build our sales playbook and build upon our current sales process. The right person for this job enjoys the scrappy nature of a startup with ambiguity and constant change, but also wants to help a sales organization and company scale over time.

We’re looking for someone who is experienced with a proven track record of closing new logos and also expansion revenue. We require our sales team to have a consultative approach, understand how to work with and navigate a partner channel to assist in selling, and be committed to solving our customers' problems before the monetary gain. This person must demonstrate all the behaviors associated with a high performance but team-centered sales culture, specifically managing a pipeline, delivering results against a quota and maintaining productive client relationships.

What you’ll do:

  • Manage inbound leads from the Sales Qualified Lead (SQL) stage through to Closed/Won (CW) by leveraging existing tools including Salesforce, 6Sense, Outreach.io and others
  • Grow sales in the Enterprise and upper Mid-Market segments with companies 500 employees and above 
  • Become a resident expert on the Censys products and sell new/existing customers on our our security data and SaaS platform
  • Demonstrate the 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 monthly and 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

What you’ll bring:

  • University or college degree in Computer Science, Marketing, or an acceptable combination of education and experience
  • 5+ years of software selling experience, preferably in the security industry
  • Experience in selling at an early stage company driving both product and category awareness while simultaneously closing large deals
  • Consistent track record of success around $1M USD quota with average deal size in low six-figures
  • Experience managing and closing complex sales-cycles using solution selling techniques like 
  • A willingness to travel to customer sites as needed
  • Skilled in virtual presentations, online web demos, and remote sales processes
  • Proficiency using Salestorce.com required; 6sense, Outreach.io, and Hubspot familiarity preferred
  • Ability to manage a 60-120 day sales cycles
  • Bonus: Understanding of MEDDIC, The Challenger Sales, Force Management or Value Selling

Skills that Set You Apart:

  • While not required for this role, business proficiency in Dutch, French, German, or a Nordic language

This role is for our EMEA team and is based in Dublin, Ireland.

We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer.

 

 

 

#LI-Remote

 

Apply for this Job

* Required
  
  


Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Censys’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.


Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Autism
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
  • Blind or low vision
  • Cancer
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or hard of hearing
  • Depression or anxiety
  • Diabetes
  • Epilepsy
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
  • Intellectual disability
  • Missing limbs or partially missing limbs
  • Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS)
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression

1Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.