Account Executive - US Civilian

Censys knows the internet and cloud better than anyone else. Attack Surface Management provides customers with an attacker-centric view of all externally facing internet and cloud to extend visibility, prioritize, and remediate the most critical risk exposures that will actually lead to a breach. Our daily IPv4 scans and the world’s largest SSL/TLS Certificate database enables customers with the most accurate and continuously updated attack surfaces. Enterprise security teams leverage Censys to keep pace with the speed of the business and gain an advantage on the rapidly evolving cyber-attack threats.

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!

Why Censys Sticks Out:

• Humble Brilliance: We celebrate intelligence and foster a culture where tackling cybersecurity challenges is exciting and rewarding.
• A Mosaic of Minds: Our diverse team brings together various talents and backgrounds, fostering true innovation through diverse perspectives.
• Thinkers and Tinkerers: At Censys, we encourage questioning the status quo, experimenting, and pushing boundaries to drive breakthroughs.
• Coffee-Fueled Collaboration: Collaboration is at the heart of our success, fueled by a shared passion for disrupting the cybersecurity scene.
• Trailblazing Impact: Your innovations at Censys make waves in real-world cybersecurity, shaping the future and leaving a lasting legacy.
• Life Beyond the Firewall: We prioritize work-life balance and support your well-being inside and outside the office.

Empowered Voices: Your voice matters at Censys; we champion an inclusive culture where diverse perspectives drive change.

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.

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they feel they meet every qualification. At Censys we are dedicated to building a diverse, inclusive, and authentic workplace - so if you're excited about this role but your past experience doesn't align perfectly with every listed requirement in the job description, we encourage you to apply anyways. You may be exactly who we need to fill this role or others! 

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

#LI-AC1

Salary : $300,000 - $350,000