Account Executive, Federal

  • R5894
  • DC, United States
  • MD, United States
  • Richmond, Virginia, United States

Account Executive, Federal

Rapid7’s Federal Sales organization is seeking an Enterprise Account Executive to join the team. You will serve as a strategic partner for named federal accounts, helping them achieve a more secure digital future. In this quota carrying role, you will directly impact the success of the company and help organizations advance securely.

About the Team


Rapid7’s Federal Sales team is responsible for driving business at DOD and Federal Civilian customer. You will cover a named list of strategic accounts as part of this team. We set you up for success by providing best-in-class sales enablement training focused around our industry and how to sell our product portfolio, along with follow-up training and coaching sessions paired with sales process and methodology training.

Our tools include ZoomInfo, LinkedIn Sales Navigator, Gong, Salesloft, and Salesforce to help you remain competitive and uncover new business opportunities.

About the Role

The main goal of our Federal Account Executives is to drive net new sales, while managing upsell opportunities within your assigned account deck. In this role, you will partner cross functionally with internal teams to drive business opportunities from initial prospecting through negotiation to contract close. This is a quota carrying role and critical to the continued success of Rapid7.


 

In this role, you will:

  • Meet and/or exceed your quota by identifying, qualifying and closing new business opportunities at Federal customers while being a collaborative member of the team.

  • Creatively source new prospects and thoughtfully position Rapid7's offerings to suit their needs.

  • Serve as a trusted advisor and industry expert.

  • Stay current on competitor offerings and be able to identify their strengths and vulnerabilities.

  • Turn client feedback into actionable strategies to drive new business and address competitive risks.

  • Influence client decisions and advocate for client needs to negotiate solutions.

  • Work closely and communicate effectively with various cross functional teams including Sales Engineering, Sales Operations and Customer Success to ensure seamless implementation and effective ongoing account growth.

  • Accurately enter, update, and maintain daily activity, forecast and opportunity information in Salesforce.


 

The skills you’ll bring include:

  • 7+ years of closing experience selling enterprise software to executives in the Public Sector. DOD and or Federal Civilian experience is strongly preferred.

  • 3+ years working within cybersecurity.

  • A track record of Quota and Presidents Club attainment, selling both new and existing products and product portfolios.

  • Ability to drive consensus between multiple buyers within each assigned account and develop champions to target the Economic Buyer – i.e. get “high and wide”.

  • Understand customer selection criteria for budgeted and unbudgeted needs.

  • Capacity to learn, absorb, and adapt quickly to ever-changing business priorities.

  • Ability to have strategic, business-oriented conversation at the VP and CISO level. Able to convey technical differentiators and link those differentiators to business value.

  • Command of the forecast and sales process – reliably knows where they are in the sales process and whether/when to move opportunity into best case or commit for the quarter.

  • Critical thinking in a variety of situations, demonstrating drive, initiative, energy and sense of urgency in acquiring and serving clients.

  • Ability to travel up to 25% to client meetings as needed.

We know that the best ideas and solutions come from multi-dimensional teams. Teams reflecting a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.

About Rapid7


Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We’re on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.

With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

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