Federal Account Executive, Named Accounts (DOW) at Censys

COMPANY BACKGROUND Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide. Censys is the authority in Internet intelligence. The Censys Internet Map is the most comprehensive, continuously updated view of global Internet infrastructure in existence — every host, service, certificate, and exposure, observed in real time rather than inferred. That map is what lets national cyber defenders see adversary infrastructure before it's turned against them, and it's why our intelligence now sits inside the security operations workflows of the organizations defending the nation's most critical missions. This is a hunting seat, and it's one of the highest-priority territories in the company. You'll own the Department of War named-account portfolio end to end — building the territory plan, creating pipeline where none exists, and converting it into durable programs of record. You'll work both the mission side and the acquisition side of every deal: earning credibility with cyber operators and program offices, while running the contracting path with the systems integrators and resellers who carry our paper. If you want your quota measured in something more consequential than software licenses, this is that role. What You'll Do * Own and execute a territory plan for your Department of War named accounts — mapping mission owners, programs, funding lines, contract vehicles, and partners, and revisiting it every quarter as priorities shift * Generate your own pipeline through cold outreach, mission events, partner-led motions, research-driven outreach, and warm inbound — and keep prospecting even when the number is already covered * Qualify with discipline: establish the mission requirement, funding source and fiscal timing, decision authority, and procurement path early and honestly, and disqualify fast when a deal won't get funded * Run a rigorous, repeatable sales process — multi-threading across operators, program offices, and contracting shops, driving mutual action plans to a signed close date, and keeping Salesforce clean enough that your forecast is boring * Sell value, not features — translating Internet intelligence into mission outcomes (faster triage, reduced exposure, better hunting, defensible risk decisions) in language a J-code, a defensive cyber operator, and a contracting officer each recognize * Navigate federal procurement fluently, including GSA and government-wide acquisition vehicles, reseller/integrator paper, sole-source justifications, OTAs, and year-end funding cycles * Direct the extended team on your deals — Sales Engineering, SDR, Channel, Marketing, and Censys ARC research resources — as the quarterback, not a passenger * Expand what you win, converting initial footholds into enterprise-wide programs through disciplined relationship management and executive alignment * Forecast with precision that lets leadership make decisions on your business * Feed competitive, mission, and requirement intelligence back to Product, Marketing, and leadership What You'll Bring * 5+ years of quota-carrying federal sales experience, with a demonstrated record of growing and managing Department of War / DoD accounts * Deep working knowledge of DoW mission organizations, acquisition programs, contracting mechanisms, special programs, and the practical obstacles in federal procurement * A true self-starter with a hunter's mentality — tenacious, resourceful, and comfortable building something from nothing * Consistent quota attainment in a broad, complex, and competitive market * Formal sales methodology training and the discipline to actually apply it — structured qualification, multi-threading, mutual action plans, and negotiation * Enterprise security software sales experience; cybersecurity, threat intelligence, or attack surface management experience strongly preferred * Proven ability to build direct customer relationships and channel/integrator relationships in parallel, operating effectively in a matrixed environment * Excellent verbal, written, and presentation skills — credible in both a deeply technical conversation and a program review * Strong command of Salesforce plus sales intelligence and engagement tooling, with the discipline to keep data accurate * Willingness to travel for customer visits, partner engagements, and territory marketing events (approximately 20%) Compensation: Our target OTE for this role is between $300,000 and $360,000 USD, plus equity. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to your recruiter. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. Additionally, if hired, we would love to bring you to our HQ in Ann Arbor for in-person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our Censys Privacy Policy. Our roots are in Ann Arbor, Michigan and our innovation is fueled by the team's global perspectives. For this role, the ideal candidate is located in the Maryland – Virginia – Washington, D.C. metropolitan area, close to the customers, partners, and prospects in this territory; our Federal team is largely East Coast based. This position is fully remote, with regular travel to meet customers and connect with colleagues. We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer. Note to external recruiters/agencies: We are not currently engaging with third-party agencies for this role and will not accept unsolicited outreach. We kindly ask that you do not submit resumes or candidate profiles to our team. IDENTITY VERIFICATION As part of our hiring process, all candidates who receive an offer of employment will be asked to complete an identity verification through CLEAR. California Privacy Rights Notice Pursuant to the California Consumer Privacy Act (CCPA), we are providing you with notice that we collect personal information from job applicants for business purposes, including evaluating your candidacy for employment, conducting interviews, and, if applicable, completing the hiring process. The categories of information we may collect include identifiers (such as name and contact information), professional or employment-related information (such as work history, education, and references), and other information you provide in your application. We do not sell or share your personal information. For more information on how we use and protect your personal information, and your rights under the CCPA, please refer to our Privacy Policy.

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