About the role
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. We're looking to hire an Account Executive that will help us grow our presence in Japan and be responsible for selling our data and SaaS platform. 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. We're looking for someone who is experienced with a proven track record of closing new logos and expansion revenue. This role requires the ability to work remotely and with a high degree of autonomy, while building high-level relationships across Channel partners, Distribution networks, and direct Customers. You will be expected to navigate and influence across multiple stakeholder layers — from partner ecosystems to end buyers — all while staying laser-focused on executing a disciplined new logo acquisition strategy. We require our sales team to have a consultative approach and be 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: Manage inbound leads from MQL through sales funnel by leveraging existing tools Execute proactive outbound sales campaigns and pipeline development activities to targeted accounts, separate from inbound leads. Partner with the Channel Reseller community for channel-sourced opportunities to help qualify, and close new or expansion business. Grow sales in the Enterprise and upper Mid-Market with companies 500 employees and above Become a resident expert on the Censys products and sell new / existing 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 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 Other duties as assigned What you’ll have: 5+ years of quota-carrying experience in B2B SaaS, cybersecurity, data, or technology sales. Demonstrated track record of consistently exceeding new business and expansion revenue targets. Experience selling complex solutions to Enterprise and Upper Mid-Market organizations (500+ employees). Proven success navigating multi-stakeholder sales cycles, including technical buyers, security practitioners, procurement, legal, and executive decision-makers. Strong prospecting and pipeline generation skills, with the ability to independently create and progress opportunities. Experience managing a disciplined sales process, maintaining forecast accuracy, and operating effectively in a CRM environment. Excellent communication, presentation, negotiation, and relationship-building skills. Self-motivated and highly accountable, with the ability to thrive in a remote, fast-paced, and rapidly evolving environment. Located in Japan
