United Kingdom Central Government and Defense Account Executive

Censys ingests millions of certificates and billions of network handshakes daily and exposes this data to customers to help them secure their organization by understanding their network attack surface. We’re a true startup with midwestern roots and a brilliant academia-backed founding team. We’re looking for a high-energy, action-oriented person who is interested in helping build a product and culture that we’re proud of for years to come.

We’re looking to hire a Central Government Defense sales expert that will be responsible for selling our data and SaaS platform products throughout the United Kingdom. The right person for this job enjoys the scrappy nature of a startup with ambiguity and constant change, but is eager to roll up their sleeves and help a sales organization scale their federal practice over time. 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. 

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 are 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. 

What you’ll do:

• Become a resident expert on the Censys products and sell new / existing federal customers on our our security data and SaaS platform 
• Ability to sell at different levels within an organization ranging from the practitioner all the way to C-level executives
• 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
• Manage inbound leads from MQL through sales funnel by leveraging existing tools 

What you’ll bring:

• University or college degree in Computer Science, Marketing, or an acceptable combination of education and experience
• 5+ 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 $1-2M 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: Understanding of MEDDIC, Force Management or Value Selling

Our target salary range for this role is between £300,000 GBP and £350,000 GBP + bonus eligibility and equity.

Our roots are in Ann Arbor, Michigan with location hubs in Seattle, the Bay Area, Washington D.C., and Dublin, Ireland. Our innovation is fueled by the team’s global perspectives and diverse backgrounds. 

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to 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 anyways. 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.