Account Development Team Lead at Censys (Ann Arbor, MI)

| Ann Arbor, MI
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We are located in Ann Arbor, Michigan but open to hiring this position to be located 100% remote.

Keeping track of publicly exposed assets is difficult, especially as technology migrates to the cloud, workforces become increasingly distributed, and companies acquire security debt from mergers or acquisitions. Censys helps our customers protect their organization by discovering unknown assets and associated risks through the Censys Attack Surface Management [ASM] Platform. Started at the University of Michigan and backed by Google Ventures, Greylock Partners, and Decibel, Censys helps discover, manage, and remediate risks in your digital landscape, and serves as our customers' system of record for every single asset they have on the internet, both known and unknown.

We’re looking for an Account Development Team Lead. The Account Development Team Lead is responsible for driving the results of an ADR team through recruiting, training, organizing, coordinating, measuring, coaching, problem-solving, and leading. The lead will partner with management to execute company and department strategies and upholds standards to ensure that goals are met or exceeded. 

Our ideal candidate is a self-starting, proactive, results-oriented individual. Your daily expectations will Include reporting to the Manager of Account Development (ADRs). You are responsible for leading and coaching our Account Development Representatives to deliver Initial Meetings (SQLs) and Sales Accepted Opportunities (SAOs) for our Account Executive team.

At Censys, you can be yourself. We like it that way. Diversity fuels our mission, and we are committed to inclusion across race, gender, age, and identity. Censys is an equal opportunity employer.

Day-to-Day Expectations 

  • Perform ADR responsibilities within established Pod/territory
  • Resolve routine problems and act as the first point of escalation for ADRs.
  • Elevate issues or questions to the Manager, as necessary 
  • Ensure ADRs are executing the job based on approved department and company policy and procedures 
  • Monitor KPIs daily and hold reps accountable to metrics. 
  • Identify patterns that need to be addressed and communicate concerns to the Manager 
  • Lead all or portions of ADR team huddles, meetings, and training sessions
  • Collaborates with demand generation to make sure the ADR Team is aligned on upcoming campaigns 

Recruiting & Training 

  • Participate in the recruiting process by identifying potential candidates, interviewing and making hiring recommendations to the Manager
  • Prepare and deliver comprehensive training sessions for ADR Boot Camp, weekly sessions, or ad hoc 
  • Provide hands-on coaching and training to ADRs including, but not limited to, workflow, prospecting, emailing, cold calling, and follow up 
  • Routinely monitor outbound prospecting calls, create formalized feedback, and provide to ADRs to improve performance 

Reporting and Process Improvement 

  • Identify ways to streamline workflow, improve processes or procedures, and present plans to the Manager for input and approval 
  • Create reports and analyze performance data and make recommendations to management to help guide the strategic direction of the team 
  • Review and share the 6sense reporting dashboard to help guide ADRs on targets

Basic Qualifications 

  • 3+ years of sales development experience
  • 1+ years of mentorship experience
  • Puts all of the Core Values into action on a daily basis 
  • Prove track record of performance including quota attainment 
  • Ability to communicate convincingly and concisely with both peers and leaders
  • Solid understanding of Outreach sequencing strategy 
  • Strong sense of urgency – we move fast around here! 
  • Extremely organized. Able to juggle various tasks with poise and make sure our content has the appropriate level of polish

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

More Information on Censys
Censys operates in the Analytics industry. The company is located in Ann Arbor, MI. Censys was founded in 2017. It has 80 total employees. It offers perks and benefits such as Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits, Life Insurance and 401(K). To see all 2 open jobs at Censys, click here.
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