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:
We are seeking a seasoned Federal Account Manager to lead our efforts within the Department of Defense (DoD). In this pivotal role, you will drive sales and technology adoption across all branches of the DoD, focusing on acquiring new business while expanding existing relationships through effective customer engagement.
You bring deep knowledge of the DoD, its procurement programs, and the federal partner ecosystem, along with a proven track record in a channel-driven sales model. Collaborating cross-functionally with Sales Leadership, Marketing, and Technical Support, you will work to achieve our company objectives.
Your responsibilities will include penetrating target accounts to generate new business and enhancing client relationships. By implementing value-selling methodologies, you will increase win probability and drive new pipeline and revenue growth through regular communication with customers. This role offers you the opportunity to make a significant impact on our growth strategy within the federal market.
#TLDR:
Territory: DoD: US Navy, US Marine Corps, ARMY, Air Force, DISA, COCOMS.
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
Team: Reporting to our VP of Government Sales, working on a team of experiences 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:
- An experience sales hunter with a self-starter mentality
- Intelligent, motivated, and competitive
- Proven Federal sales experience (5-8 years minimum) growing and successfully managing multiple opportunities.
- DoD territory: US Navy, US Marine Corps, ARMY, Air Force, DISA, COCOMS.
- Excellent communication (verbal, written, and presentation) and interpersonal skills (outgoing and personable)
- Strong background in Federal sales and procurement
- Enterprise sales security software experience preferred
- Completely invested in driving both individual contributor and team success
- Excellent communication, organizational, prioritization, and time management skills
What You’ll Bring:
- Proven experience (5-8 years minimum) growing and managing DoD accounts
- Deep Knowledge of DoD agencies sales and associated contracting mechanisms, GSA, special programs, and obstacles within the Federal procurement process
- Proven track record for meeting sales quota in a broad, diverse and complex market
- Ability to establish and cultivate strong direct customer and Partner focused relationships and work seamlessly within a matrixed environment
- Experience working within Salesforce.com, sales intelligence, and campaign software
- Proven ability to forecast, set goals & objectives and monitor sales activity
- Ability to support travel for customer visits and territory marketing events
- Stable and consistent work history
Bonus Points:
- TS clearance is preferred
Our on-target earnings range for this role is between $300,000 USD and $340,000 USD and 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.
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. For this role, we are looking for candidates based in the DMV.
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.
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