Censys

• Partner with the Customer Success organization to deliver a world-class, white-glove customer experience • Own the technical success of a portfolio of strategic customers, serving as a trusted advisor across onboarding, implementation, and adoption • Manage and resolve support requests from simple to highly complex, acting as the primary escalation point for high-impact customer issues • Proactively identify risks to customer health and drive mitigation plans to reduce time to value • Lead complex implementations from technical discovery through production rollout • Guide customers in deploying, troubleshooting, and optimizing integrations such as Cloud Connectors, Splunk, Jira, and ServiceNow • Translate customer business and security objectives into scalable technical solutions • Represent the customer perspective by identifying trends and sharing actionable feedback with Product and Engineering • Help define success metrics and feedback loops for new product launches • Mentor CSEs and contribute to evolving internal processes, runbooks, and support standards • Serve as a subject matter expert and escalation resource for complex technical challenges

• Own and grow the Security Operations product line • Build products that enable SOC analysts, incident responders, threat hunters, and detection engineers • Refine and evolve the product vision • Drive product-market fit across multiple buyer segments • Present product-driven business metrics to the executive team • Track pipeline generation, POC conversion, ARR growth, and net retention

Role Description We’re looking for a Solutions Engineer to support our growing presence in Japan who can technically assist and enable our prospects. As a Solutions Engineer, you’ll be a product expert, who loves solving problems and is customer oriented. In this role, you’ll be responsible for working with prospects and partners across a variety of industries and a variety of tools to better understand their workflows. You will position the value of Censys solutions against a highly competitive landscape, prove the technology with prospects and achieve technical wins by showing how Censys adds value to their organization. As a SE at Censys, you will be involved in all phases of a sales opportunity from discovery to close! As the ideal candidate, you have both a technical and consulting services background that enables you to quickly assess and offer value to Censys’s prospects. Comprehensive understanding of SOC and AI are highly desirable. We’re looking for someone who is curious, loves to learn, empathizes with the security practitioner, and who is excited by fast-paced startup environments. - Drive the sales discovery process, helping design solutions that align to their key objectives and technical requirements - Design and present in-depth product demonstrations and technical briefings - Provide security leaders with best practices to maximize usage of the Censys Search and Exposure Management products - Drive success with the prospect’s validation of Censys technology and products - Help prospects deploy, test, troubleshoot, and advise on Censys supported integrations to prove Censys technology - Provide analysis of Censys solutions against incumbent or competitive solutions to highlight the value for the prospect - Maintain up-to-date technical and functional knowledge of the Censys products - Serve as a customer advocate in influencing product roadmap and improvements - Work closely with the Sales, Customer Success, Product, and Engineering organizations to provide a world-class customer experience Qualifications - 5+ years of experience in a Solutions Engineering, Sales Engineering, Security Consulting, Security Operations, or related customer-facing technical role - Fluent in Japanese and English, with the ability to communicate effectively with both technical practitioners and executive stakeholders - Strong understanding of cybersecurity concepts, including attack surface management, threat intelligence, vulnerability management, security operations, incident response, or related disciplines - Experience conducting technical discovery, solution design, product demonstrations, proof-of-concepts (POCs), and technical evaluations - Ability to translate complex technical concepts into clear business value for security leaders and executive audiences - Experience supporting enterprise sales cycles and partnering closely with Account Executives to drive technical wins - Strong troubleshooting and problem-solving skills, with the ability to quickly understand customer environments and workflows - Excellent communication, presentation, and relationship-building skills - Self-motivated and comfortable operating independently in a remote, fast-paced environment - Located in Japan Requirements - Experience working with enterprise security teams, SOCs, threat intelligence teams, incident response teams, or vulnerability management programs - Familiarity with security platforms such as SIEM, SOAR, EDR/XDR, TIP, ASM, CSPM, or vulnerability management solutions - Experience supporting cybersecurity sales in Japan and understanding the local security market landscape - Experience working with channel partners, resellers, systems integrators, or MSSPs - Familiarity with APIs, integrations, automation, and security workflows - Experience conducting competitive evaluations and positioning differentiated technical solutions against incumbent technologies - Knowledge of AI applications within cybersecurity, including threat detection, investigation, security operations, or analyst productivity - Previous experience in a high-growth startup or scale-up environment Benefits Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information. 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 in attempt to facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. You may also be required to meet a Censys employee at one point during your process. Additionally, if hired, you will be invited to visit Ann Arbor, Michigan 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. We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer. 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.

Role Description 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. - 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 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 Qualifications - 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 Bonus Points - Experience selling cybersecurity, threat intelligence, attack surface management, security operations, or security data solutions - Experience working with channel partners, resellers, distributors, and alliance ecosystems - Familiarity with modern security programs, including exposure management, threat intelligence, vulnerability management, security operations, or incident response - Experience selling to Fortune 1000 organizations and public sector customers - Previous success in a high-growth startup or scale-up environment - Experience leveraging AI tools to improve productivity, research, account planning, and customer engagement

• Own and manage a portfolio of enterprise and strategic customer accounts • Build trusted relationships with security leaders, practitioners, and executive stakeholders • Develop success plans aligned to customer business objectives and security priorities • Conduct regular business reviews, adoption reviews, and strategic roadmap discussions • Act as the primary post-sale point of contact for customers • Drive successful onboarding and implementation outcomes • Help customers operationalize the platform within security workflows and processes • Monitor product adoption, usage trends, health indicators, and customer engagement • Identify risks proactively and execute mitigation plans to improve retention • Ensure customers achieve measurable outcomes and ROI • Partner with Account Executives on renewals, expansion opportunities, and account strategy • Identify opportunities for upsell, cross-sell, and broader platform adoption • Support customer advocacy initiatives including references, case studies, and advisory programs • Maintain accurate account forecasts, health scores, and renewal data • Serve as the voice of the customer internally • Partner with Product and Engineering to communicate customer feedback and market needs • Coordinate with Support and Professional Services to resolve customer issues effectively • Contribute to scalable customer success processes, playbooks, and operational improvements

Role Description We’re looking for a Sales Development Representative who’s excited to connect with people, learn about their challenges, and introduce them to solutions that make an impact. As the first point of contact for prospective customers, you’ll play an essential role in generating interest, building relationships, and creating qualified opportunities for the sales team. This role is about thoughtful outreach, active listening, and effective communication. You’ll use sales engagement tools, personalized outreach, and collaboration with marketing to reach decision-makers who can benefit from what we offer. You’ll also work closely with sales leadership to share feedback, refine messaging, and continuously improve how we connect with potential customers. If you enjoy engaging with others, value teamwork, and want to develop your career in sales at a growing SaaS company, we’d love to hear from you. This position is located remotely with no expectation to work from a Censys office, but is required to be located in the Pacific or Mountain Time Zone. What You’ll Do: - Engage and qualify a high volume of inbound and outbound leads to advance prospects through the Censys sales process - Respond promptly to inbound prospects in line with established SLAs, ensuring each is properly qualified and prioritized - Create sales-ready meetings and opportunities for Account Executives based on Censys’s qualification criteria - Research and prospect new accounts — identify key personas, build contact lists, and generate interest through targeted outreach and cold campaigns - Maintain accurate records of all activity in Salesforce in alignment with Censys’s lead-to-opportunity process - Consistently meet or exceed set meeting quota to support territory revenue and growth goals - Collaborate closely with Area VPs and Account Executives, joining customer meetings as needed - Partner with marketing to continuously improve lead quality, conversion rates, and pipeline generation - Thrive in a remote-first environment - Demonstrates curiosity, a willingness to learn, and sound judgment in applying AI Qualifications - Minimum of 1 years of previous prospecting experience - Familiarity with systems: specifically, Salesforce, Hubspot, Outreach.io, and ZoomInfo - Excellent written/verbal communication skills - Strong business and tech acumen - Highly motivated, driven, and self-starting individual - Ability to work in a fast-paced, team environment - Ability to understand customer needs - Excellent time management/organizational skills Bonus Points: - Experience working in cyber security - Experience working in a startup environment Benefits - For candidates located in high cost of living areas, the on target compensation for this role is $105,000 to $130,000 USD per year. - For all other locations, the on target earnings for this position is $90,000 USD and $110,000 USD. - Benefits are effective on day one and include but are not limited to: 401k match, health, vision, dental, and more! - Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. - Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles.

Role Description As the Channel Account Manager (EMEA), your main objective will be to identify, enable, and expand our relationships and revenue with EMEA channel partners. Reporting to the VP Sales (EMEA), you’ll be a key member of the team and your work will play a pivotal role in leading and expanding our market presence, driving revenue growth, and fostering strong relationships with our channel partners. In this role, you'll be the primary relationship owner for a portfolio of channel partners in your territory — VARs, MSSPs, GSIs, and distributors. You'll work at the intersection of sales, enablement, and strategy, helping partners understand our differentiated value and confidently bring our solutions to their customers. What You’ll Do: - Recruit, develop and manage deep, trust-based relationships with channel partners across your territory, serving as their primary point of contact and internal advocate. - Own partner-sourced and partner-influenced pipeline targets, driving co-selling motions and joint go-to-market initiatives including campaigns, events, and solution packaging. - Build and deliver enablement programs that equip partner sales and technical teams to effectively position and demo Censys solutions, keeping them current on new capabilities and competitive differentiation. - Conduct regular business reviews and track partner performance metrics — pipeline contribution, deal registration, revenue attainment — providing data-driven insights to sales leadership. Qualifications - 5+ years in channel sales, partner management, or alliances with a proven track record of driving revenue through indirect motions. - Cybersecurity industry experience required; familiarity with SOC operations, threat detection, or AI-driven security is a plus. - Deep understanding of East market dynamics and key players. - Strong communication, negotiation, and executive presence. - Highly organized and self-directed, with the ability to manage a large partner portfolio in a fast-moving startup environment. - Willingness to travel within territory as needed. Requirements - For candidates being considered outside of the US, location specific market data will be evaluated and discussed during the interview process. - Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. - The listed range is a guideline, and the range for this role may be modified. - For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. - Please discuss your specific work location with your recruiter for more information. Benefits - Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. - Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. - For employees located outside of the US, location-specific benefits are available and will the information pertaining to those will be provided to you during the interview process.

• Plan, execute, and track marketing programs, integrated across regions and channel mix: events, webinars, paid and content marketing • Support and lead the planning and execution of all regional marketing activities in the Americas, encompassing third-party conferences, and digital marketing programs • Work hand-in-glove with the regional Sales team to ensure all activities are aligned with territory goals, generating high-quality attendance, and ensuring effective lead capture and accelerated follow-up to hit pipeline targets • Own the regional selection process and manage detailed event budgets, ensuring cost-effectiveness, optimal resource allocation, and a clear path to demonstrating marketing ROI • Oversee all logistical aspects of event execution, including vendor sourcing/coordination, venue selection, materials development, and seamless on-site management. • Partner closely with Marketing Operations, Sales Enablement, Product Marketing, and Design to ensure consistent messaging, seamless event integration, and proper data flow for campaign tracking • Track, analyze, and report on the performance of all regional campaigns and events, specifically focused on pipeline influence, opportunity creation, and revenue impact

• Establish the unique value proposition and messaging for Censys with a clear understanding of the target markets and buyer personas • Author compelling, high-quality content, both at a business and a technical level, in a variety of formats including print, web, social media, and video • Launch products and collaborate with marketing teams to execute marketing campaigns to deliver on awareness and pipeline targets • Enable the sales and channel teams to understand, present and become subject matter experts in Internet intelligence • Effectively work at building and executing plans that cross different functional groups, including product management, go to market, and sales • Define and execute the technical marketing plan for one or more product areas, from launch to scale • Lead technical storytelling and technical GTM efforts: Drive the creation of deep-dive blogs, demo environments, whitepapers, technical sessions, and diagrams — grounded in hands-on expertise • Translate customer needs, technical requirements, use cases, and edge-cases into collateral that markets product features, configuration, and enhancements to technical audiences • Work with demand marketing to deliver campaigns that focus on a security decision maker audience • Participate in product roadmap discussions: identify gaps, technical debt, opportunity costs, feasibility trade-offs

• Serve as the technical lead for the Exposure Management team • Own the migration plan for legacy ASM functionality • Take end-to-end ownership of backend services • Drive technical alignment across shared systems • Foster a culture of technical excellence through mentorship and leadership • Leverage AI and LLM technologies for engineering efficiency