Senior Account Executive

This is a fully remote position, open to applicants in Connecticut, +2 more states.

📋 Description

• Take ownership of and expand the New York Metro territory.

• Execute and finalize substantial, intricate deals involving multiple C-level and VP stakeholders at leading enterprise and cloud-native organizations.

• Establish yourself as a key authority on Censys's security data and SaaS platform.

• Regularly surpass activity, pipeline, and revenue objectives each quarter.

• Develop and sustain a robust, accurately projected pipeline of qualified opportunities.

• Negotiate agreements that generate mutual benefits.

• Directly impact and contribute to the development of the sales playbook as the company scales.

• Report to the Area VP of Sales (East).

• Collaborate with Sales Engineers, Channel Managers, and Sales Development Representatives (SDRs).

⛳️ Requirements

• Over 10 years of experience in software sales, with at least 5 years in the cybersecurity field.

• Proven experience selling in early-stage or rapidly growing companies where you contributed to developing the sales strategy.

• A consistent history of meeting or exceeding an approximate $1M quota.

• Proficient in managing complex, multi-stakeholder sales cycles utilizing solution-selling methodologies.

• Comfortable and skilled in conducting a fully virtual/remote sales process, including executive-level virtual presentations.

• Proficient in Salesforce.

• Willingness to travel to customer locations within the region as necessary.

• Familiarity with MEDDIC, Force Management, or Value Selling frameworks is a plus.

• Established relationships or credibility within the PNW enterprise/cloud security buyer community is advantageous.

🏝️ Benefits

• Eligibility for bonuses.

• Equity opportunities.

• Comprehensive health coverage.

• Dental coverage.

• Vision coverage.

• Retirement plan with company contributions.

• Parental leave.

• Mental health and wellness benefits.

• Flexible paid time off (PTO).

• Professional development stipend.

• Sales incentive pay.

• Reasonable accommodations for disabilities.

• In-person onboarding visit to Ann Arbor, Michigan.