Federal Account Executive, Named Accounts (DOW)

Company Background

Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.

Censys is the authority in Internet intelligence. The Censys Internet Map is the most comprehensive, continuously updated view of global Internet infrastructure in existence — every host, service, certificate, and exposure, observed in real time rather than inferred. That map is what lets national cyber defenders see adversary infrastructure before it's turned against them, and it's why our intelligence now sits inside the security operations workflows of the organizations defending the nation's most critical missions.

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.

• 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

• 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