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.
As part of our hiring process, all candidates who receive an offer of employment will be asked to complete an identity verification through CLEAR.
California Privacy Rights Notice
Pursuant to the California Consumer Privacy Act (CCPA), we are providing you with notice that we collect personal information from job applicants for business purposes, including evaluating your candidacy for employment, conducting interviews, and, if applicable, completing the hiring process. The categories of information we may collect include identifiers (such as name and contact information), professional or employment-related information (such as work history, education, and references), and other information you provide in your application. We do not sell or share your personal information. For more information on how we use and protect your personal information, and your rights under the CCPA, please refer to our Privacy Policy.
Skills Required
- 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 with products in their infancy
- Experience building sales enablement
- Consistent track record of success around a $1 million 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, and remote sales processes
- Proficiency using Salesforce.com
- Ability to manage a strategic sales cycle
- Understanding of MEDDIC, Force Management, or Value Selling
- Residence in Florida or Georgia
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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