Enterprise Account Executive, Southeast

Censys; Brewster Heights (NY); On-site; USD 320,000 - 350,000; Full time

Benefits offered by this job

401k match

Health benefits

Vision

Dental

More benefits

Job summary

Censys seeks a senior enterprise sales leader to expand the Southeast market. You will work with Sales Engineers, SDRs, field marketing, and Research to align customer needs with Censys security data and platform offerings.

You will own a large quota, manage complex cycles, travel as needed, and leverage value selling to close strategic deals while forecasting pipeline and revenue accurately.

Qualifications

• Degree in CS/Marketing or equivalent experience.
• 10+ years of software selling experience.
• Experience at an early-stage company with sales enablement ownership.
• Track record selling with a $1M quota.
• Experience closing complex sales cycles using solution selling; willing to travel.
• Skilled in virtual presentations and remote sales processes.
• Proficient with Salesforce.com.
• Ability to manage a strategic sales cycle.

Responsibilities

• Grow sales in the Southeast region.
• Become resident expert on Censys products and sell data and platform to customers.
• Close large, complex deals involving multiple executive stakeholders.
• Exceed activity, pipeline, and revenue goals on a quarterly basis.
• Develop and maintain a substantial pipeline of qualified opportunities and accurate forecast.
• Negotiate win-win agreements based on value selling.

Skills

Software sales

Security industry experience

Solution selling

Forecasting / pipeline management

Negotiation

Virtual presentations

SalesForce.com

Willing to travel

Education

Bachelor's degree in CS/Marketing or equivalent

Tools

SalesForce.com

Job description

Company Background

Censys' mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry's most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.

Role Summary

In this role, you will report to our VP of Sales (East). You'll collaborate with a team of expert Sales Engineers, Sales Development reps, field marketing and our amazing Research team, dedicated to understanding customers' business needs and securing their cloud environments. 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.

What You’ll Do

• Grow sales in the Southeast region


• Become a resident expert on the Censys products and sell new / existing customers on our security data and platform


• 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

What You’ll Bring

• University or college degree in Computer Science, Marketing, or an acceptable combination of education and experience


• 10+ years of software selling experience, preferably in the security industry


• Experience selling at an early stage company where product(s) are in their infancy and you have ownership in building sales enablement


• Consistent track record of success around $1M quota


• Experience managing and closing complex sales-cycles using solution selling techniques. Willingness to travel to customer sites as needed


• Skilled in virtual presentations, online web demos, remote sales processes


• Proficiency using SalesForce.com


• Ability to manage a strategic sales cycle

Bonus Points

• Understanding of MEDDIC, Force Management or Value Selling

Our target total compensation range for this role is between $320,000 USD and $350,000 USD + equity. In addition to our great compensation package, our benefits are effective on day one and include but are not limited to: 401k match, health, vision, dental, and more! Please see our careers page for more details.

This position is required to be located in either Florida or Georgia with travel opportunities to meet customers and connect with colleagues.

Note for external agencies: We are not open to partnering with external recruiters or agencies for this role at this time.

Identity Verification

As part of our hiring process, all candidates who receive an offer of employment will be asked to complete an identity verification through CLEAR.

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