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Salary: USD 300,000 - 360,000 / annual
Censys is seeking a Federal Account Executive to own and execute a territory plan for Department of War named accounts. This is a hunting seat focused on one of the company's highest-priority territories. You will build the territory plan, create pipeline where none exists, and convert 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 systems integrators and resellers.
Key responsibilities include:
- Own and execute a territory plan for Department of War named accounts, mapping mission owners, programs, funding lines, contract vehicles, and partners, with quarterly reviews
- Generate pipeline through cold outreach, mission events, partner-led motions, research-driven outreach, and warm inbound
- Qualify with discipline: establish mission requirement, funding source and fiscal timing, decision authority, and procurement path early; disqualify fast when deals won't get funded
- Run a rigorous, repeatable sales process with multi-threading across operators, program offices, and contracting shops, driving to signed close dates with clean Salesforce forecasting
- Sell value, not features—translate Internet intelligence into mission outcomes (faster triage, reduced exposure, better hunting, defensible risk decisions) in language that resonates with J-codes, defensive cyber operators, and contracting officers
- 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
- Expand initial footholds into enterprise-wide programs through disciplined relationship management and executive alignment
- Forecast with precision that enables leadership decision-making
- Feed competitive, mission, and requirement intelligence back to Product, Marketing, and leadership
About Censys: Censys' mission is to be the one place to understand everything on the internet. The Censys Internet Map is the most comprehensive, continuously updated view of global Internet infrastructure—every host, service, certificate, and exposure observed in real time. The company delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.
Requirements:
- 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 practical obstacles in federal procurement
- 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 discipline to apply it (structured qualification, multi-threading, mutual action plans, 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 deeply technical conversations and program reviews
- Strong command of Salesforce plus sales intelligence and engagement tooling, with discipline to keep data accurate
- Willingness to travel for customer visits, partner engagements, and territory marketing events (approximately 20%)
Note: This position is fully remote with regular travel to meet customers and connect with colleagues. The ideal candidate is located in the Maryland–Virginia–Washington, D.C. metropolitan area, close to customers, partners, and prospects in this territory.
