Enterprise Account Executive - PacNW

The Enterprise Account Executive at Censys is responsible for growing sales in the Pacific Northwest region by becoming an expert on Censys products, managing relationships with existing customers, and closing complex deals involving multiple stakeholders. This role also involves developing and maintaining a substantial pipeline of qualified opportunities while exceeding revenue goals every quarter.

Censys requires candidates for the Enterprise Account Executive position to have a university or college degree in Computer Science, Marketing, or a related field. Additionally, candidates should have at least 10 years of software selling experience, preferably in the security industry, and a proven track record of meeting or exceeding a $1M quota.

Censys offers robust support for its Enterprise Account Executive position through a dedicated team, including Sales Engineers and SDRs, as well as resources for sales enablement, training, and marketing. Tools like Salesforce, Outreach, and Clari are also part of the package to help streamline the sales process.

Yes, the Enterprise Account Executive position at Censys can be performed remotely, as long as the candidate is based in the Pacific Northwest region. This flexibility allows for travel to customer sites for meetings and collaboration with team members.

Censys offers a competitive total compensation range for the Enterprise Account Executive role, between $250,000 and $300,000, plus equity. The compensation package is designed to attract top talent and reflect the importance of the position within the company.

In answering this question, focus on outlining a clear strategy you executed, detailing your approach to identifying potential clients, building relationships, and ultimately closing deals. Emphasize measurable outcomes and the skills you leveraged, like solution selling or team collaboration.

Demonstrate your ability to listen and understand the client’s concerns. Discuss methods you use to overcome objections, such as providing case studies or additional information that supports the value of your solution—this shows your ability to engage strategically with decision-makers.

Express how integrating customer feedback helps you understand user needs and improve your pitch. Highlight an instance where you made adjustments based on client feedback that led to increased sales or satisfaction.

Talk about specific tools and strategies you use for prospecting, such as leveraging LinkedIn, using CRM software, and scheduling outreach. Share how you qualify leads to ensure you focus on those most likely to convert.

Share a specific example of a complex sales cycle, detailing the obstacles you faced and the strategies you applied to overcome them. Highlight the lessons learned and how they have improved your selling techniques.

Discuss your philosophy on balancing immediate sales with nurturing long-term customer relationships. Provide examples of how you maintain open communication and deliver ongoing value to clients over time.

Demonstrate your research about Censys by discussing its mission of enhancing internet visibility for security teams, the benefits of its SaaS platform, and how these align with market demands. This shows your enthusiasm for representing the brand.

Describe your approach to customizing presentations based on the audience’s industry, level of technical understanding, and specific pain points. Providing relevant insights ensures a higher engagement during sales presentations.

Focus on what excites you about the role and the company. Mention Censys’ commitment to transparency and innovation in cybersecurity and how that resonates with your career goals and values.

Discuss key sales metrics like conversion rate, customer acquisition cost, and sales cycle length. Explain why these metrics matter and how they can inform strategy adjustments for greater effectiveness.