sales development representative Ann Arbor, MI
Job description
Censys knows the internet and cloud better than anyone else. Attack Surface Management provides customers with an attacker-centric view of all externally facing internet and cloud to extend visibility, prioritize, and remediate the most critical risk exposures that will actually lead to a breach. Our daily IPv4 scans and the world's largest SSL/TLS Certificate database enables customers with the most accurate and continuously updated attack surfaces. Enterprise security teams leverage Censys to keep pace with the speed of the business and gain an advantage on the rapidly evolving cyber-attack threats.
We are a rapidly growing cyber security startup based in Ann Arbor, Michigan with a 100% fully remote team. Our innovation is fueled by the team's global perspectives and diverse backgrounds. We welcome healthy debate, constructive conversations, and outside-the-box thinking to ensure we are moving fast, learning things, and iterating quickly.
Role Summary:
We're growing and we're looking for a Sales Development Representative - Federal to be a key strategic contributor and the desire to make an immediate impact on our growth! As a Senior SDR, you will work alongside our Federal Account Executive and sales team to build qualified pipelines of potential customers and help shape the future of our customer-facing teams. This includes prospecting customers by phone, email, LinkedIn, or whatever it takes to get them excited and engaged with Censys. You will not only be responsible for outbound prospecting but will be expected to be a subject matter expert of all things Censys (since you will be the first point of contact).
What you'll do
- Work closely with sales and marketing to help create targeted outreach strategies for outbound prospects
- Collaborate with the sales, solution engineering, and marketing teams to execute, strategize and improve our existing outbound process
- Help the SDR team with creative solutions as we build our outbound engine
- Create personalized email campaigns and enhance existing campaigns to engage with prospects and generate demand for our products
- Articulate our value proposition and use cases, as well as educate prospects on our product offering over email and phone
- Maintain accurate and up-to-date records of activities and notes in Hubspot and Salesforce.com
- Qualify all US federal and foreign government inbound leads
- Work with federal partner organizations to facilitate opportunities
- Occasional travel to industry conferences and/or partner events to connect with prospects
- Utilize contract registry systems, like SAM.gov, to research government need
Skills you have
- You have a proven ability to sell with a minimum of 1 year of sales experience
- Experience with government contracts a plus
- General understanding or strong interest in cybersecurity and SaaS
- Ability to effectively communicate the value of Censys to security practitioners
- Goal & growth mindset with the ability to seek out and apply coaching feedback
- Strong collaboration skills
- Hubspot, Salesforce.com, and G Suite experience is a plus
Nice-to-have skills:
- You want to grow your career and contribute to building a company from the ground up!
- You thrive in an ever-changing and competitive environment where an entire team is committed to a single goal
- You want to become an expert in a new and exciting technology space, and are willing and eager to learn
- Previous start-up experience is a plus
Our target total compensation (OTE) range for this role is between $65,000 USD and $80,000 USD + equity.
We are located in Ann Arbor, Michigan, however we are open to hiring this position fully remote, with travel opportunities to meet customers and connect with colleagues.
Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they feel they meet every qualification. At Censys we are dedicated to building a diverse, inclusive, and authentic workplace - so if you're excited about this role but your past experience doesn't align perfectly with every listed requirement in the job description, we encourage you to apply anyways. You may be exactly who we need to fill this role or others!
We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer.
