Federal Sales Development Representative

As a Federal Sales Development Representative at Censys, your main responsibilities include fielding and converting inbound meeting requests into qualified sales opportunities and actively generating your own sales opportunities through outbound efforts. You’ll collaborate with the sales and marketing teams to craft effective outreach strategies and conduct market research to prioritize potential customers. Additionally, you’ll articulate our product's edge to security practitioners and maintain up-to-date activity records.

To qualify for the Federal Sales Development Representative role at Censys, you should have at least 6 months of relevant experience in SaaS, sales, or technology. Essential skills include strong communication and persuasive abilities, a collaborative spirit, and a growth-oriented mindset. Familiarity with tools like Salesforce and Marketo is a bonus, but an eagerness to learn and adapt is what we truly value.

At Censys, we prioritize internal promotion and provide clear career pathways for Federal Sales Development Representatives. You’ll have access to guidance and mentorship from our experienced managers who are committed to your success. We encourage a culture of feedback and continuous learning, providing opportunities to evolve and advance within your sales profession.

The work environment for a Federal Sales Development Representative at Censys is vibrant, collaborative, and diverse. We celebrate everyone's ideas and contributions, and with a focus on innovation, our team members feel empowered to challenge the status quo. You’ll be part of a motivated team that thrives on shared goals while enjoying a balanced work-life culture.

The on-target compensation range for a Federal Sales Development Representative at Censys is between $65,000 and $80,000, plus equity. Additionally, we offer a comprehensive benefits package effective from day one, including health, vision, dental, and a 401k match, ensuring that our team members feel valued and supported right from the start.

In answering this question, focus on your passion for technology and innovation. Share how you are driven by the challenges of cybersecurity and how Censys' mission to empower organizations aligns with your values. Highlight your enthusiasm for meeting targets and helping clients solve problems through effective solutions.

Demonstrate your systematic approach by discussing how you would research potential clients, identify their pain points, and craft personalized messages. Show that you understand the importance of utilizing different communication channels and emphasize your creativity in reaching out, whether through email, phone calls, or social media.

Focus on any specific experience you have with using CRM tools. Talk about how you’ve utilized these platforms to manage your sales pipeline, track customer interactions, and analyze data to inform your outreach strategies. Be sure to mention your willingness to learn if you haven’t had extensive experience.

Share your outlook on rejection and emphasize resilience. Discuss viewing setbacks as opportunities for improvement and learning, explaining how you’ve bounced back and refined your approach after facing rejection in the past. Highlight your persistence and commitment to reaching your sales goals.

Highlight the importance of active listening and understanding client needs. Discuss tailoring your communications to resonate with them and emphasize how you believe effective follow-ups and clear, valuable information are critical for building trust and rapport.

Prepare to articulate Censys' unique approach to attack surface management. Explain that our solutions provide a comprehensive understanding of external threats and risk mitigation, and express how these insights can empower organizations in securing their digital assets. Focus on the real-world impact of our innovations.

Talk about utilizing a mix of quantitative and qualitative research methods to identify market trends and understand customer needs. Mention reviewing industry reports, competitor analysis, and leveraging social media and professional networks to gather insights.

Discuss setting clear, achievable goals and maintaining a consistent outreach schedule. Emphasize the importance of follow-up strategies, organization skills, and utilizing feedback from your manager to improve efficacy over time.

Share specific examples of how you’ve contributed to team success in sales, perhaps through brainstorming sessions, joint meetings, or sharing wins and losses. Emphasize your belief in collaboration as a way to drive performance.

Share a concrete example that highlights your approach to sales, focusing on how you identified a potential customer's needs, tailored your pitch, and followed up to close the deal. Highlight how your strategy resulted in a successful and meaningful connection.