Senior Account Executive

2 weeks ago

Washington, United States Censys Full time

Company Overview:

Censys is dedicated to enhancing internet visibility and intelligence for security teams worldwide. Our platform not only identifies potential threats but also offers actionable insights, empowering proactive defense strategies. Founded by experts in the field, we prioritize the quality, reliability, and transparency of our data and outcomes.

Position Overview:

As a Senior Enterprise Account Executive, you will report directly to the Area VP of Sales for the East region. You will work alongside a skilled team of Sales Engineers, Channel Managers, and Sales Development Representatives, all focused on understanding the business needs of our clients and securing their cloud environments. Your role will be pivotal in achieving our revenue targets while also contributing to the development of our sales playbook and refining our sales processes. The ideal candidate thrives in a dynamic startup environment characterized by ambiguity and change, while also possessing a desire to help scale the sales organization.

Key Responsibilities:

  • Drive sales growth within your designated territory.
  • Become an expert on Censys products, promoting our security data and SaaS platform to both new and existing clients.
  • Close significant, complex deals involving multiple stakeholders at the executive level.
  • Consistently exceed activity, pipeline, and revenue targets on a quarterly basis.
  • Develop and maintain a robust pipeline of qualified opportunities, ensuring accurate forecasting.
  • Negotiate mutually beneficial agreements based on value-driven selling.

Qualifications:

  • Bachelor's degree in Computer Science, Marketing, or a related field, or equivalent experience.
  • Over 10 years of experience in software sales, ideally within the security sector.
  • Experience in early-stage companies where you have contributed to building sales enablement processes.
  • Proven track record of achieving a $1M quota.
  • Experience managing and closing complex sales cycles utilizing solution selling methodologies.
  • Willingness to travel to client locations as necessary.
  • Proficient in delivering virtual presentations and conducting online demonstrations.
  • Ability to manage a strategic sales cycle effectively.

Preferred Qualifications:

  • Familiarity with MEDDIC, Force Management, or Value Selling methodologies.

The target total compensation for this role ranges from $250,000 to $300,000 USD, plus equity.

Our benefits package is effective from day one and includes a 401k match, health, vision, dental coverage, and more.

Censys is committed to fostering a diverse and inclusive workplace. We encourage candidates from all backgrounds to apply, even if they do not meet every single requirement.

Censys is an equal-opportunity employer.

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