Federal Account Executive, Named Accounts (DOW)

Censys • Washington, DC

5d • $300,000 - $360,000 • Remote

About The Position

Censys is seeking a Federal Account Executive, Named Accounts (DOW) to join their team. This is a hunting role responsible for owning the Department of War named-account portfolio end-to-end. The role involves building territory plans, creating pipeline where none exists, and converting opportunities into durable programs of record. The executive will work with both mission-side and acquisition-side stakeholders, building credibility with cyber operators and program offices while managing contracting paths with systems integrators and resellers. The quota for this role is measured in something more consequential than software licenses, focusing on mission outcomes.

Requirements

• 5+ years of quota-carrying federal sales experience.
• 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 apply it (structured qualification, multi-threading, mutual action plans, negotiation).
• Enterprise security software sales experience.
• 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.
• 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%).

Nice To Haves

• Cybersecurity, threat intelligence, or attack surface management experience strongly preferred.

Responsibilities

• Own and execute a territory plan for Department of War named accounts, including mapping mission owners, programs, funding lines, contract vehicles, and partners, and revising it quarterly.
• Generate pipeline through cold outreach, mission events, partner-led motions, research-driven outreach, and inbound leads, continuing prospecting even when quota is met.
• Qualify opportunities by establishing mission requirements, funding sources, fiscal timing, decision authority, and procurement paths early, and disqualifying deals that won't be funded.
• Execute a rigorous, repeatable sales process, including multi-threading across operators, program offices, and contracting shops, driving mutual action plans to closure, and maintaining accurate Salesforce data.
• Sell value by translating Internet intelligence into mission outcomes such as faster triage, reduced exposure, better hunting, and defensible risk decisions, using language understood by various stakeholders.
• Navigate federal procurement processes, including GSA and government-wide acquisition vehicles, reseller/integrator paper, sole-source justifications, OTAs, and year-end funding cycles.
• Direct extended teams, including Sales Engineering, SDR, Channel, Marketing, and Censys ARC research resources, acting as the quarterback for deals.
• Expand won opportunities into enterprise-wide programs through disciplined relationship management and executive alignment.
• Forecast with precision to enable leadership decision-making.
• Provide competitive, mission, and requirement intelligence back to Product, Marketing, and leadership.

Benefits

• Equity
• Reasonable accommodation for individuals with disabilities to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment.
• In-person onboarding at HQ in Ann Arbor, Michigan.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed