Sales Development Representative (Government)

As a Sales Development Representative (Government) at Censys, your primary role will involve prospecting and qualifying leads specifically within the government sector. You will work closely with Federal Account Executives to build a strong pipeline of potential customers by engaging them through multiple channels, including phone, email, and LinkedIn. Additionally, you’ll be responsible for becoming an expert on Censys' offerings and articulating our value to security practitioners.

To thrive as a Sales Development Representative (Government) at Censys, you should have at least one year of sales experience, ideally with a background in selling to government entities. A strong interest or knowledge of cybersecurity and software-as-a-service (SaaS) is important, as well as excellent communication skills to effectively convey Censys’ value proposition. Familiarity with CRM tools like Hubspot and Salesforce would also be beneficial.

Censys fosters a dynamic and collaborative work environment for Sales Development Representatives (Government). You'll be working in our Tysons Corner office three days a week, surrounded by a team that values innovation and teamwork. The culture at Censys encourages growth, feedback, and creative problem-solving, making it an exciting place to advance your career.

As a Sales Development Representative (Government) at Censys, growth opportunities are plentiful. You’ll gain hands-on experience in the cybersecurity industry and have the chance to progress within the sales team or explore other positions within the company. Censys is committed to helping you develop your skills and knowledge, particularly in a rapidly evolving field like cybersecurity.

Censys is dedicated to creating a diverse, inclusive, and authentic workplace. For the Sales Development Representative (Government) role, we encourage applicants from all backgrounds to apply, even if they don’t meet every requirement. Censys believes that a diverse team drives innovation and success, and we are committed to fostering an environment where everyone feels welcome and valued.

The responsibilities of a Sales Development Representative (Government) at Censys include prospecting for new government clients, qualifying inbound leads, and collaborating with sales and marketing teams to create effective outreach strategies. You’ll maintain detailed records of your activities in Hubspot and Salesforce, create personalized email campaigns, and work on enhancing our outbound process to ensure we engage prospects effectively.

The salary range for a Sales Development Representative (Government) at Censys is between $75,000 and $85,000, with additional bonus eligibility and equity options. This competitive compensation package is complemented by a comprehensive benefits plan effective from day one, which includes health insurance, a 401(k) match, and more, making it an attractive opportunity for job seekers.

When answering this question, focus on specific examples of your sales experience related to government contracts. Highlight any successful engagements, your understanding of the procurement process, and how you tailored your approach to meet the unique needs of government clients.

In your response, outline your process for identifying and connecting with potential clients. Discuss the tools and methodologies you utilize, such as LinkedIn for research and outreach, and detail how you customize your approach to engage effectively with prospects.

Explain how you simplify complex technical information for your prospects. Mention specific techniques such as leveraging use cases, creating engaging presentations, or using relatable analogies to ensure the prospect understands the value and applications of the product.

Discuss the importance of organization and detail how you use CRM tools like Hubspot and Salesforce to track your outreach, manage leads, and document interactions. Highlight any strategies you implement to ensure data accuracy and integrity.

Share personal motivations that drive your success in sales. This could be achieving targets, helping clients find the right solutions, or fostering relationships. Connecting your motivations to Censys’ mission can further demonstrate your alignment with the company's goals.

Address your resilience and persistence in the face of challenges. Provide an example of a setback you encountered and how you turned it into a learning experience or adjusted your strategy to continue pushing towards your goals.

Outline strategic approaches you would take to enhance the SDR team’s performance, such as implementing new outreach tactics, sharing successful campaigns, or collaborating with marketing on brand messaging. Highlight your adaptability and willingness to contribute.

Discuss your approach to tailoring outreach emails, emphasizing research about the agency's specific needs, referencing relevant Censys solutions, and articulating a value proposition that speaks directly to their objectives.

Showcase your knowledge of Censys by discussing the company’s mission, the products offered, and the significance of internet visibility and intelligence. Mention how Censys differentiates itself in the cybersecurity landscape and why you believe in its value.

Emphasize the importance of teamwork in the sales process. Provide examples of how collaboration with different teams has positively impacted your previous sales efforts, making sure to relate it back to the collaborative culture at Censys.