[Hiring] Federal Account Executive @Censys

Role Description

This is a hunting seat, and it's one of the highest-priority territories in the company. You'll own the Department of War named-account portfolio end to end — building the territory plan, creating pipeline where none exists, and converting it into durable programs of record. You'll work both the mission side and the acquisition side of every deal: earning credibility with cyber operators and program offices, while running the contracting path with the systems integrators and resellers who carry our paper. If you want your quota measured in something more consequential than software licenses, this is that role.

What You'll Do

• Own and execute a territory plan for your Department of War named accounts — mapping mission owners, programs, funding lines, contract vehicles, and partners, and revisiting it every quarter as priorities shift.
• Generate your own pipeline through cold outreach, mission events, partner-led motions, research-driven outreach, and warm inbound — and keep prospecting even when the number is already covered.
• Qualify with discipline: establish the mission requirement, funding source and fiscal timing, decision authority, and procurement path early and honestly, and disqualify fast when a deal won't get funded.
• Run a rigorous, repeatable sales process — multi-threading across operators, program offices, and contracting shops, driving mutual action plans to a signed close date, and keeping Salesforce clean enough that your forecast is boring.
• Sell value, not features — translating Internet intelligence into mission outcomes (faster triage, reduced exposure, better hunting, defensible risk decisions) in language a J-code, a defensive cyber operator, and a contracting officer each recognize.
• Navigate federal procurement fluently, including GSA and government-wide acquisition vehicles, reseller/integrator paper, sole-source justifications, OTAs, and year-end funding cycles.
• Direct the extended team on your deals — Sales Engineering, SDR, Channel, Marketing, and Censys ARC research resources — as the quarterback, not a passenger.
• Expand what you win, converting initial footholds into enterprise-wide programs through disciplined relationship management and executive alignment.
• Forecast with precision that lets leadership make decisions on your business.
• Feed competitive, mission, and requirement intelligence back to Product, Marketing, and leadership.

Qualifications

• 5+ years of quota-carrying federal sales experience, with a demonstrated record of growing and managing Department of War / DoD accounts.
• Deep working knowledge of DoW mission organizations, acquisition programs, contracting mechanisms, special programs, and the practical obstacles in federal procurement.
• A true self-starter with a hunter's mentality — tenacious, resourceful, and comfortable building something from nothing.
• Consistent quota attainment in a broad, complex, and competitive market.
• Formal sales methodology training and the discipline to actually apply it — structured qualification, multi-threading, mutual action plans, and negotiation.
• Enterprise security software sales experience; cybersecurity, threat intelligence, or attack surface management experience strongly preferred.
• Proven ability to build direct customer relationships and channel/integrator relationships in parallel, operating effectively in a matrixed environment.
• Excellent verbal, written, and presentation skills — credible in both a deeply technical conversation and a program review.
• Strong command of Salesforce plus sales intelligence and engagement tooling, with the discipline to keep data accurate.
• Willingness to travel for customer visits, partner engagements, and territory marketing events (approximately 20%).

Compensation

• Our target OTE for this role is between $300,000 and $360,000 USD, plus equity.