Enterprise Account Executive - Mid Atlantic (Maryland)

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Rapid7 (NASDAQ: RPD) is helping organizations around the globe advance securely. Our technology, services, and community-focused research simplify complexity for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. With more than 9000 customers across 120+ countries, Rapid7 is a recognized leader in cybersecurity that has proudly earned numerous industry accolades and strong recognition for our technology and culture. Learn more at www.rapid7.com.

We are looking for someone to sell into Fortune 500 accounts covering MD/VA/DC.

 

Rapid7 is looking for an experienced Enterprise Account Executives to join our Enterprise Accounts sales team, accelerating our growth within the Fortune 500. While we have a solid presence in the Fortune 500, we are looking to elevate our profile within our most strategic accounts and become a trusted advisor to the world's biggest and most beloved companies and brands. The Enterprise Account Account Executive will run a territory of named accounts with expectations to manage the full sales lifecycle from demand generation through deal closure, while building out a go-to-market plan of direct sales and through leveraging channel partnerships. 

Position Summary

This role is the apex of a sales career at Rapid7. The Enterprise Account Account Executive is tasked with earning trusted advisor status at both the User and the Executive levels within their key accounts, and will represent a small, select group among a large and diverse sales team.

The ideal candidate will be able to demonstrate a track record of achievement against quota attainment, with an average deal size of $500K+ while showing the ability to be both highly transactional, i.e. “Land and Expand”, as well as strategic, i.e. “Platform Deals”. 

 

How We Set You Up For Success

  • Best-in-class sales enablement training: a three week training program focused around an introduction to our industry and how to sell our security products. 

  • Follow-up training and coaching sessions paired with sales process and methodology training.

  • Sell the entire portfolio of products including: Vulnerability Management, Intrusion Detection and Response, Application Security, Threat Intelligence and Cloud Security.

  • A ramping quota that is designed to prioritize your development and training in order to have a successful, long-term tenure with the organization.

  • Access to tools such as DiscoverOrg, LinkedIn Sales Navigator and Sales loft in order to uncover new business opportunities.

  • Supportive and transparent communication from the sales leadership team, including 1-on-1 coaching and feedback from your direct manager.

  • An opportunity to build equity within the organization, including a clear promotion path and an employee stock purchase plan.

  • Partnership opportunities with cross-functional teams to help fuel your development and continue to secure new customers, including the marketing, sales engineering, and legal teams, among others.

  • The ability to travel and be onsite with customers for QBR's, trade shows, and in-person meetings.

 

To be successful in this role, you ideally have:

  • 8-10 years of experience successfully selling enterprise software to executives in Fortune 1000 companies.

  • Ability to work a named account list remotely, while being willing to travel to meet with large distributed teams in various cities throughout the US.

  • Track record of Quota and Presidents Club attainment selling both new and existing products. Experience closing seven figure enterprise software deals leveraging internal and external partnerships.

  • Demonstrated ability to quickly learn new products and solutions.

  • 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. Inspires confidence in prospective buyers.

  • 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.

  • Inquisitiveness – will research each account in territory and use that research to develop a hypothesis about how the solution will likely create value for the prospect.

  • Probing and Discovery – able to ask second and third-level probing questions.

  • Objection handling – ability to deal with concerns in a way that politely challenges the prospect to reconsider.


#LI-REMOTE

​#LI-GS1

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Technology we use

  • Engineering
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Location

Rapid7 is conveniently located in downtown Austin, with plenty of restaurants, bars, and public transport close by.

An Insider's view of Rapid7

What’s the vibe like in the office?

It has all the perks of a startup but well structured, goal driven, and supported growth as an employee from start to finish. Several places to relax or wind down after a call, and working in one of the most iconic buildings downtown. Welcome to the Austin office!

Chris

Customer Success Representative

What are some things you learned at the company?

It’s not just the customer who benefits from the culture of compassion. Internally, Rapid7 employees look out for each other and work together to solve problems. Oftentimes, this ends up helping all parties.

Becky

Senior Manager, Customer Success Management

What are Rapid7 Perks + Benefits

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Rapid7 is led by a diverse management team that represent the security community we serve. We believe that we all have a responsibility to continuously improve our DE&I efforts.
Unconscious bias training
We believe in continuous learning, our in-house trainers conduct consistent diversity trainings. We advocate for diverse thinking and strive to cultivate a workforce that mirrors the best minds.
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
We have so many amazing and organically created employee resource groups! These internal Rapid7 communities allow for an authentic experience where diverse employees and allies can come together.
Hiring Practices that Promote Diversity
We've taken the Parity Pledge, we reinforce strategic recruitment, we are committed to diversity partnerships, and we understand the importance in training around unconscious bias.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Our remote work program includes full-time remote for specific positions, Work remotely on occasion as needed.
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Our employees receive unlimited hours per year of paid volunteer time.
Paid Holidays
Paid Sick Days
Employees receive unlimited hours per year of paid sick leave.
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Employees get free lunch during quarterly in-office Town Halls and some team meetings.
Happy Hours
Parking
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Promote from within
Continuing Education stipend
Variable.
Time allotted for learning
Online course subscriptions available
Paid industry certifications
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