Senior Enterprise Account Executive, TOLA

At Censys, our mission is to bring internet visibility and intelligence to the world's security teams. Our platform not only identifies potential threats, but provides actionable insights and enables proactive defense strategies. Founded by researchers and practitioners, we are deeply committed to the quality, trustworthiness, and transparency of our data and results. As our own strongest critics, we continuously innovate to better understand the Internet and empower our customers with the visibility they need to succeed. Role Summary: In this role, you will report to our Area VP of Sales West. You'll collaborate with a team of expert Sales Engineers, Channel Managers, and Sales Development Reps, dedicated to understanding customers' business needs and securing their cloud environments. 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. 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. TLDR: Territory: TOLA, all accounts greater than 2,500 employees Goals: 1M new business AE Supporting Resources: SE, SDR, Channel Friendly, Inbound Marketing Leads, Events, Dedicated Sales Enablement and Operations functions, Internal trainings and certifications Sales Tools: 6Sense, ZoomInfo, Outreach, SalesNavigator, Salesforce, Clari, Gong, Seismic, Lessonly Team : Reporting to our Area West VP of Sales, working on a team of experienced AE's, SE's, SDR's and CSMs Understanding the Business/Press : Series C Announcement,TechCrunch, BankInfo Security, TechRepublic, Help Net (New Product) Customers : Cisco, Google, Microsoft, Bloomberg, Ebay, ABInBev, Okta, and more 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: Grow sales in your territory Become a resident expert on the Censys products and sell new / existing customers on our security data and SaaS 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 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 Proficiency using SalesForce.com Ability to manage a 60-90 day sales cycle Bonus Points: Understanding of MEDDIC, Force Management or Value Selling Our target total compensation range for this role is between $250,000 USD and $300,000 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. We are located in Ann Arbor, Michigan, however we are open to hiring this position remote but based somewhere in the Western region of the US, with travel opportunities to meet customers and connect with colleagues. 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. LI-Remote LI-AC1