Enterprise Account Executive - SouthEast - Censys

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 South East region
• Become a resident expert on the Censys products and sell new / existing customers on our 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 where 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 $250,000 USD and $300,000 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.

We are located in Ann Arbor, Michigan, however this position will be located in territory, with travel opportunities to meet customers and connect with colleagues.

#LI-Remote

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