Senior Alliances Account Executive

About the position

In this Strategic Alliances Account Executive role, you'll be one of the first people to join the new global Strategic Alliances team. Your primary objective will be to sell the Censys Internet Intelligence Platform to Incident Response firms, Global Systems Integrators, and Federal Systems Integrators. It's an exciting time to join a small team that's solving an exponential problem. Every day, you'll represent Censys to C-Levels, principals and partners, threat hunters, and cybersecurity practitioners at the largest IR, GSI, and FSIs in the world. We're creating a new category, and we're looking for people who want to leave their mark on our culture, voice, and emerging industry.

Responsibilities

• Develop and execute a comprehensive sales strategy for targeting Incident Response (IR) firms and FSI/GSIs.
• Leverage existing networks, establish new relationships, monitor relevant bid-boards, and attend industry conferences to proactively identify new IR and FSI/GSI opportunities.
• Build long-term relationships with existing IR and FSI/GSI partners to further develop service offerings, engagements, and solutions.
• Lead the full sales cycle from prospecting to closing, including presenting Censys' offerings, conducting product demos, and negotiating agreements.
• Stay informed about industry trends, competitive landscape, and evolving customer needs to tailor sales pitches.
• Work closely with internal teams (Sales Engineering, Product, Marketing, Customer Success) to ensure a seamless customer experience.
• Develop and maintain a substantial pipeline of qualified opportunities and consistently maintain an accurate forecast.
• Exceed activity, pipeline and revenue goals on a quarterly basis.

Requirements

• 7+ years of IR, GSI/FSI, or cybersecurity sales experience.
• 5+ years of experience in Cybersecurity, Incident Response, Threat Intelligence, or Government roles.
• Experience managing and closing complex sales-cycles using solution selling techniques with a consistent track record of success against +$1M quotas.
• Experience selling at an early stage company where product(s) are in their infancy.
• Skilled in virtual presentations, online web demos, and remote sales processes.
• Willingness to travel to customer sites regularly.
• Proficiency using SalesForce.com.

Nice-to-haves

• Active security clearances and polygraph.
• Knowledge or experience in open source intelligence.
• Understanding of MEDDIC, Force Management or Value Selling.

Benefits

• 401k match
• Health insurance
• Vision insurance
• Dental insurance
• Equity options