At Censys, our mission is to bring internet visibility and intelligence to the world’s security teams. Our platform not only identifies potential threats, but provides actionable insights and enables proactive defense strategies. Founded by researchers and practitioners, we are deeply committed to the quality, trustworthiness, and transparency of our data and results. As our own strongest critics, we continuously innovate to better understand the Internet and empower our customers with the visibility they need to succeed.
Location:
This is a remote role that requires you to be located in the DMV to support the territory.
Role Summary:
Looking for a seasoned Federal Account Executive to focus on the Civilian Government. Responsibilities include driving sales and adoption of our technology within territory. This individual will be expected to penetrate prospect target accounts for new business as well as expand existing business through relationship management with the customer while collaborating with key partners.
This is an ideal role for an experienced candidate who understands the Civilian government, procurement programs, Federal partner ecosystem, and ability to work in a channel driven sales model. The Account Manager will work cross-functionally with Sales leadership, Marketing, and Tech Support to meet the company’ goals. The person hired for this role will have a significant impact driving new pipeline and revenue growth through regular customer communications and implementation of value selling methodologies to increase win probability.
#TLDR:
Territory: US Civilian: DOJ, Dept. of Labor, Dept. of Transportation, HUD, in addition to independent agencies
Goals: +1M + new business
AE Supporting Resources: SE, SDR, Channel Friendly, Inbound Marketing Leads, Events, Dedicated Sales Enablement and Operations functions, Internal trainings and certifications
Sales Tools: 6Sense, ZoomInfo, Outreach, SalesNavigator, Salesforce, Clari
Team: Reporting to our VP of Federal Sales, working on a team of experienced AE’s, SE’s, SDR’s and CSMs
Understanding the Business/Press: Series C Announcement, TechCrunch, BankInfoSecurity, 2024 State Of The Internet, Censys Researchers Push Water & Oil to Fix Weak Spots
Customers: Cisco, Google, Microsoft, Bloomberg, Ebay, ABInBev, Okta, and more!
About You:
The successful candidate will have strong self-initiative and be excited to be a part of a fast-paced growing team within an emerging market and possess:
- Proven Federal sales experience - growing and successfully managing multiple opportunities
- Experience managing the civilian government territory
- An experienced sales hunter with a self-starter mentality
- Intelligent, motivated, and competitive
- Excellent communication (verbal, written, and presentation) and interpersonal skills
- Enterprise sales security software experience preferred
- Completely invested in driving both individual contributor and team success
- Excellent communication, organizational, prioritization, and time management skills
What You'll Bring:
- 5+ years proven experience growing and managing CIV accounts
- Deep knowledge of CIV agencies sales and associated contracting mechanisms, special programs, and obstacles within the Federal procurement process
- Proven track record for meeting sales quota in a broad, diverse and complex market
- Ability to establish and cultivate strong direct customer and Partner focused relationships and work seamlessly within a matrixed environment
- Experience working within Salesforce.com, sales intelligence, and campaign software
- Proven ability to forecast, set goals & objectives and monitor sales activity
- Ability to support travel for customer visits and territory marketing events
- Stable and consistent work history
Our target OTE for this role is between $300,000 USD and $350,000 USD + equity.
Our roots are in Ann Arbor, Michigan with location hubs in Seattle, the Bay Area, Washington D.C., and Dublin, Ireland. Our innovation is fueled by the team’s global perspectives and diverse backgrounds. For this role, we are looking to hire in the Washington DC area to support the territory.
#LI-AC1
Top Skills
What We Do
At Censys we believe that cybersecurity is critical to the future of our global economy. And in order to evolve cybersecurity defenses, both the public and private sector need access to best-in-class intelligence data. By arming our customers with the visibility and insights that they need to protect against critical threats, Censys provides the intelligence needed to bolster cybersecurity capabilities worldwide.
Why Work With Us
We are a rapidly growing cyber security startup based in Ann Arbor, Michigan. Our innovation is fueled by the team’s global perspectives and diverse backgrounds. We welcome healthy debate, constructive conversations, and outside-the-box thinking to ensure we are moving fast, learning things, and iterating quickly.
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