The Leader in Attack Surface Management & Cloud Security
Account Executive
Location
Japan
Posted
4 days ago
Salary
0
Seniority
Mid Level
Job Description
Account Executive
Censys
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
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