At Censys, we know the internet and cloud better than anyone else. Censys stands at the forefront of internet and cloud expertise, empowering customers through our Attack Surface Management solutions. We offer a unique attacker-centric perspective, providing a comprehensive view of external internet and cloud assets to prioritize and mitigate critical risk exposures effectively. Our daily IPv4 scans and the world’s largest SSL/TLS Certificate database ensure customers have continuously updated attack surface insights. Enterprises rely on Censys to stay ahead of cyber threats and proactively safeguard against attacks, driving tangible impact in the digital landscape.
Role Summary:
In this role, you will report to our VP of EMEA. As our newest Account Executive, you will be responsible for selling our data and SaaS platform to the Nordic and Benelux regions. In addition to helping us surpass our revenue goals, you’ll have the responsibility to help build our sales playbook and build upon our current sales process. If you’re someone who enjoys the scrappy nature of a scale-up company, with ambiguity and constant change, but you also want to help a sales organization and company scale over time, you’ve come to the right place!
We’re looking for someone who is experienced with a proven track record of closing new logos and also expansion revenue. We require our sales team to have a consultative approach and be committed to solving our customers' problems before the monetary gain. This person must demonstrate all the behaviors associated with a high performance but team-centered sales culture, specifically managing a pipeline, delivering results against a quota and maintaining productive client relationships.
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.
What You’ll Do:
- Manage inbound leads from MQL through sales funnel by leveraging existing tools.
- Execute proactive outbound sales campaigns and pipeline development activities to targeted accounts, separate from inbound leads.
- Partner with the Channel Reseller community for channel-sourced opportunities to help qualify, and close new or expansion business.
- Grow sales in the Enterprise and upper Mid-Market with companies 500 employees and above. Become a resident expert on the Censys products and sell new / existing customers on our security data and ASM SaaS platforms.
- Ability to sell at different levels within an organization ranging from the practitioner all the way to C-level.
- 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.
- 7+ 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.
- Knowledge and experience working and partnering with channel resellers to assist with closing new and expansion opportunities.
- Proficiency using SalesForce.com.
- Ability to manage a 60-90 day sales cycle.
Bonus Points:
- Bonus: Understanding of MEDDIC, Force Management or Value Selling.
- Multilingual business proficiency is preferred.
Our on target earnings (OTE) range for this role is between €230,000 EUR and €280,000 EUR + equity.
Our roots are in Ann Arbor, Michigan with location hubs in Seattle, the Bay Area, and Washington D.C. Our innovation is fueled by the team’s global perspectives and diverse backgrounds. Our EMEA team is located throughout Europe. This position is fully remote but required to be within the Benelux/Nordics region to support travel opportunities to meet customers. Travel for this role is expected to be approximately 40%.
Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply for 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 anyway. 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.
Norway
