runZero

• Develop and maintain high-quality, performant web applications using Go, Vue.js, and other technologies • Build features and solve problems that frequently span front-end and back-end concerns • Collaborate closely with product management, design, frontend, and backend engineers to understand customer needs and translate them into product features • Participate in code reviews, providing constructive feedback to team members • Conduct thorough testing and debugging to ensure the performance and quality of both front-end and back-end code • Contribute to the continuous improvement of our products, technology, and practices with a pride of ownership • Stay up-to-date with the latest trends and best practices in front-end, back-end, and architectural development • Excellent communication and teamwork skills

Role Description We are looking for a Customer Success Engineer to join our growing team and support our customers! In this role, you will support our mid-market customer base by understanding their technical needs, having strategic conversations, leading deployments, and continuously nurturing the relationship. Internally, you will work closely with the sales, product, and engineering teams to advocate for your customers' product needs. You will also help develop repeatable customer success processes and contribute to the development and improvement of runZero's product documentation. Responsibilities - Coordinate and assist in the deployment of the runZero Platform for assigned customers - Guide technical conversations to align platform features and functionality with the specific business needs of your customers - Proactively investigate and resolve support tickets, ensuring timely and accurate communication with customers - Build and refine technical documentation to improve the customer self-service experience and internal knowledge sharing - Partner with the Sales team to nurture long-term customer relationships through regular check-ins and consistent engagement - Be the voice of the customer by capturing feedback and product requests, and advocating for their needs with Product and Engineering - Develop custom integrations and automation scripts to support customer needs Qualifications - Working knowledge of the OSI model, TCP/IP, and network protocols (e.g. SSH, SNMP, HTTP) - Foundational knowledge of cybersecurity concepts, such as attack surface management, endpoint protection, and vulnerability management - Comfort working with Linux or macOS command line interfaces - Strong analytical and problem-solving skills (must be able to find answers to technical questions through manual testing, review of code, and documentation) - Foundational knowledge in at least one programming language and a strong desire to build upon this skill set - The ability to clearly explain technical concepts to both technical and non-technical stakeholders - Strong interpersonal skills with the ability to "read between the lines" of customer feedback to identify underlying needs Requirements - Salary: runZero values transparency in the hiring process. According to our market data, we expect this role to come in at a salary of about $120,000 - $140,000, plus stock options. - Interview process: - Initial one-on-one interviews with a recruiter and manager - Panel interviews with the team - Candidate challenge - a role-specific challenge designed for you to showcase your strengths and allow us to assess your skills in a hands-on exercise - A final interview, conducted either remotely or in-person if we haven't yet met face-to-face in previous rounds Benefits - 🏡 Fully remote: runZero is a 100% remote company! While we aim to gather annually for kick-offs, our team thrives in the flexibility and freedom that remote work provides. - 🥕 Benefits: We prioritize the well-being of our team members, which is why runZero pays for 100% of the premium platinum-level medical, vision, dental, life, and short-term disability coverage for you and your dependents. - 🔐 401(k): We match 4% of 401(k) contributions - 🏝️ Time off: We offer unlimited PTO, 11 official company holidays, and a recharge week at the end of the year - 🍼 Paid parental leave: We offer 12 weeks of paid parental leave - 🎉 Culture of collaboration: Our team is diverse, representing various backgrounds and perspectives, which fosters an inclusive and vibrant environment. With flexible schedules and supportive coworkers who listen to one another, runZero promotes a culture of collaboration. - And more! Applications runZero positions are currently restricted to the United States and the United Kingdom. All other International applications will not be considered. runZero is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status, marital status, ancestry, nationality or any other basis covered by applicable law. We encourage under-represented applicants to apply, even if you don’t think you fit 100% of the criteria (nobody ever does)!

• Develop new business opportunities from net-new greenfield accounts that align with runZero’s ICP • Find and qualify leads through outbound prospecting methods using our sales automation tools • Work cross-functionally with multiple stakeholders (account executives, marketing, sales operations, fellow BDRs) • Oversee and maintain a pipeline of interested prospects, while strategically partnering with account executives to create and utilize playbooks to win prioritized accounts • Create account plans by conducting research and synthesizing information and other materials that reflect a grasp of runZero’s customers’ needs and how runZero delivers value • Write emails and letters you'd love to open; ask compelling questions • Help drive target contacts to attend marketing events and reply to our campaigns by following up on Account-Based Marketing campaigns and partnering with Marketing • Complete accurate tracking of communication with current and potential customers in our CRM

• Partner with enterprise account executives from discovery through close to drive technical wins and support attainment of team revenue goals. • Understand and communicate the runZero value proposition effectively through product demos, PoVs (proof-of-value), presentations, and enablement sessions with prospects, customers, or partners • Help qualify opportunities by assessing technical fit, urgency, stakeholder alignment, and the likelihood of a successful evaluation. Including identifying when runZero is not the right fit and helping disqualify poor-fit opportunities early. • Partner with Product, Marketing, Customer Success, and Engineering to share field feedback, improve messaging, and strengthen the customer journey. • Support partners and customer enablement where technical credibility can accelerate pipeline and adoption. • Actively participate and speak at regional marketing events and conferences • Travel is expected to be 20% to engage with customers and prospects in person

• Own and drive expansion opportunities through the full sales cycle—from discovery and qualification to business justification and close—to consistently meet or exceed net-new ARR quotas. • Position runZero as a strategic visibility and exposure management platform; build "high and wide" relationships to advise CISOs, CIOs, and IT/OT leaders as a trusted industry partner. • Lead a timely, seamless renewal process for your customer install base, maintaining high retention rates while ensuring long-term customer satisfaction and executive alignment. • Facilitate high-impact Quarterly Business Reviews (QBRs) to gather feedback, educate stakeholders on new features, and align runZero’s technical capabilities with corporate objectives. • Partner closely with Sales Engineering, Customer Success, Marketing, and the Executive team to deliver a coordinated customer experience and share field insights to improve the product. • Develop and grow relationships with strategic VARs and channel partners in your region to accelerate account growth and identify new revenue streams. • Maintain accurate pipeline management and highly proficient forecasting in Salesforce, utilizing value-selling frameworks and MEDDPICC/MEDDPPICC methodologies.

• Oversee planning, prioritization, and execution of engineering work across backend, frontend, APIs, and platform components • Mentor and grow a team of engineers through coaching, regular 1:1s, and career development planning • Lead by example by contributing directly to platform development (Go), database design (PostgreSQL), user experience (Vue.js), infrastructure (AWS), and architectural decisions • Partner closely with internal teams to produce excellent customer outcomes through well-scoped engineering work and clear delivery plans • Drive high engineering standards for quality, performance, and security through code reviews, technical guidance, and continuous improvement initiatives. • Ensure reliable, predictable delivery of features and platform enhancements. • Coordinate the triage and remediation of bugs reported by customers and field teams • Respond to and coordinate remediation for urgent issues across infrastructure, databases, and product, with a focus on customer value

• Demonstrate a deep understanding of runZero and articulate its value to both IT Security and IT/OT Network teams • Demonstrate ability to position and advise to CISO and CIOs as an industry advisor; build and grow executive relationships with customers • Identify and drive targeted prospecting plan for accounts in key verticals • Identify opportunities and drive deals through the full sales cycle: prospecting, through deep discovery and qualification, presentations, demos, POVs, business justification, legal review, and procurement, to progress the deal to closure • Navigate and close high ASP, complex opportunities utilizing our value-selling framework and MEDDPPICC forecasting methodology • Develop and close business to consistently meet or exceed quarterly sales quotas • Maintain accurate pipeline management in SFDC with highly proficient forecasting • Build effective cross-team relationships with Solutions Engineering, Customer Success, Marketing, Engineering, and our Executive team to successfully team sell and ensure strategic alignment • Develop and grow relationships with strategic VARs in region • Be an excellent team player and mentor to your teammates inside and outside the department

What we do At runZero, we're a team of dreamers and creative thinkers who aren't afraid to shake up the status quo. Fixing what’s broken with legacy vulnerability management and overcoming persistent, decades-old problems requires a new approach. Our platform provides a single source of truth for exposure management across the total attack surface. Without requiring agents, authentication, or appliances, runZero delivers  the most complete and accurate visibility into every asset and exposure across  internal, external, IT, OT, IoT, mobile, and cloud environments — including uncovering  unknown and unmanageable devices and broad classes of exposures that evade traditional tools. Founded by HD Moore (creator of Metasploit), runZero is trusted by more than 500 companies and 30,000 users worldwide to find and mitigate risks faster, meet compliance requirements, and improve overall security. See for yourself with a free trial! Responsibilities Own revenue growth: Develop and execute a scalable sales strategy that delivers predictable ARR growth across enterprise, mid-market, and federal segments, focusing on new customer acquisition and strategic expansions. Lead and inspire: Build, train, mentor, and retain a high performing sales organization focused on execution, accountability, urgency, and teamwork, leading by example across all core sales functions. Drive predictable sales outcomes: Perform data-driven forecasting, pipeline management, and sales strategy execution to consistently achieve sales targets across segments. Achieve operational excellence: Refine, assess, and establish scalable sales processes that continuously improve forecast accuracy, pipeline analysis, conversion rates, deal sizes, and velocity. Close high-value opportunities: Successfully navigate complex sales processes and negotiations in strategic accounts, including the ability to establish deep relationships and rapport with C-suite sponsors and decision makers and to aid in closing large six- and seven-figure deals. Partner across all teams: Foster cross-departmental collaboration, including working with Marketing on pipeline generation and campaign strategies, with Product on prospect and customer feedback loops to inform the roadmap, and with Customer Success on expansion opportunities and customer retention. Refine GTM strategy: Help define target segments, pricing models, and sales plays based on data-driven insights. Comprehensive, consistent reporting: Deliver executive- and board-level reporting on sales performance on a weekly, monthly, and quarterly basis, measuring against key performance indicators and progress to goals. Data analysis and insights: Provide insights on sales dynamics, risks, and opportunities derived from a deep understanding of sales and pipeline data, with the goal of informing refinements in the overall GTM and product strategy. Planning and budgeting: Participate in planning exercises to align resource allocation, sales compensation, and territory plans, and sales budget with bookings targets and company goals. Requirements 10+ years of B2B SaaS experience, including at least 3+ years in a senior leadership role (Head of US Sales, VP of Sales, or equivalent) Proven success scaling sales teams and processes in a high-growth tech environment Consistent track record of meeting and exceeding sales targets Strong preference for candidates with cybersecurity industry experience or adjacent expertise Proven track record of personally closing seven-figure deals while in a leadership position (note that we are looking for a player-coach, not a pure administrator) Deep understanding of modern sales methodologies (MEDDPICC) and CRM/analytics tools (Salesforce, Gong, etc.) Data-driven decision maker who uses metrics to forecast accurately, manage pipeline, and refine strategy Expertise selling into complex enterprise accounts and managing long sales cycles Experience building and optimizing data-driven sales models, including territory planning, quota setting, and incentive design Exceptional communication, collaboration, and leadership skills Thrives in a culture of transparency and shared ownership Comfortable rolling up sleeves and operating at both the strategic and tactical level Salary runZero values transparency in the hiring process. According to our market data, we’re expecting this role to come in at a salary of about $350,000 - $400,000 OTE. We know that the talent market is always in flux, so please let us know if you believe we have advertised this role in the wrong salary band. We also provide equity to all employees. Interview process We value your time and see the interview process as a critical two-way street, allowing us to assess your skills, strengths, and cultural fit while simultaneously providing you with a clear understanding of our company, our ways of working, and the expectations specific to the role you’re seeking. To this end, our interview process incorporates a combination of: Initial one-on-one interviews with a recruiter and manager Panel interviews with the team Candidate challenge - a role-specific challenge designed for you to showcase your strengths and allow us to assess your skills in a hands-on exercise A final interview, conducted either remotely or in-person if we haven't yet met face-to-face in previous rounds How we take care of you 🏡 Fully remote : runZero is a 100% remote company! While we aim to gather annually for kick-offs, our team thrives in the flexibility and freedom that remote work provides. 🥕 Benefits : We prioritize the well-being of our team members, which is why runZero pays for 100% of the premium platinum-level medical, vision, dental, life, and short-term disability coverage for you and your dependents. 🔐 401k : We match 4% of 401K contributions 🏝️ Time off: We offer unlimited PTO, 11 official company holidays, and a recharge week at the end of the year 🍼 Paid parental leave: We offer 12 weeks of paid parental leave 🎉 Culture of collaboration: Our team is diverse, representing various backgrounds and perspectives, which fosters an inclusive and vibrant environment. With flexible schedules and supportive coworkers who listen to one another, runZero promotes a culture of collaboration. And more! For more information on what it's like to work at runZero, please visit our employee spotlight page! Applications runZero positions are currently restricted to the United States and the United Kingdom. All other International applications will not be considered. runZero is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status, marital status, ancestry, nationality or any other basis covered by applicable law. We encourage under-represented applicants to apply, even if you don’t think you fit 100% of the criteria (nobody ever does)!

• Develop new business opportunities from net-new greenfield accounts that align with runZero’s ICP • Find and qualify leads through outbound prospecting methods using our sales automation tools • Work cross-functionally with multiple stakeholders (account executives, marketing, sales operations, fellow BDRs) • Oversee and maintain a pipeline of interested prospects • Create account plans by conducting research and synthesizing information • Write emails and letters you'd love to open; ask compelling questions • Help drive target contacts to attend marketing events • Complete accurate tracking of communication with current and potential customers in our CRM

• Develop and maintain long-term relationships with customers through regular interactions and proactive meetings • Serve as a problem solver and subject matter expert of the runZero platform and network security industry • Collaborate cross functionally with the sales, support, and engineering teams to improve internal processes, build documentation to support the customer lifecycle, and the overall customer experience • Maintain a deep understanding of our product, lead strategic conversations, and share the most relevant features/functionality for your clients specific business needs • Advocate for your customer by managing their feedback, product needs/wants, and sharing their requests to internal runZero teams