Rapid7 · 2 months ago
Account Executive, Federal
United States
Full-time
Remote
Senior Level, Lead/Staff
10+ years expRapid7 is a leader in cybersecurity that helps organizations protect their digital assets. They are seeking an Account Executive to join their Federal Sales team, responsible for driving new sales and managing upsell opportunities within named Federal Civilian accounts. This role involves collaborating with internal teams and effectively positioning Rapid7's solutions to meet client needs.
AnalyticsCyber SecurityEnterprise SoftwareNetwork SecurityRisk Management
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Meet and/or exceed your quota by identifying, qualifying, and closing new business opportunities at Federal prospects while being a collaborative member of the Federal Sales team
Position Rapid7 FedRAMP Moderate IL2 solutions in U.S. Federal Civilian agencies for upsell, cross-sell, and Net New Logo Adoption
Creatively source new prospects through your expansive Civilian domain knowledge and existing trusted prospect relationships, while thoughtfully positioning Rapid7's offerings to suit their needs
Serve as a trusted advisor, market evangelist, and industry expert, communicating Rapid7’s solution value and differentiation across Civilian accounts
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, Product Management, Product Engineering and Customer Success to ensure seamless implementation and effective ongoing customer adoption
Accurately enter, update, and maintain daily activity, forecast, and opportunity information in Salesforce
Meet and exceed monthly pipeline targets and progress pipeline through to highly qualified sales stages to ensure business outcomes
Partner with Rapid7 Distribution & Channel partners to create WIN-WIN outcomes and drive channel contribution as the primary pipeline contribution
Partner with Rapid7 Public Sector Sales Engineering teams to gain technical win and influence customer confidence in Rapid7 solutions
Partner with Rapid7 leadership at multiple levels to ensure resource dependencies are aligned to meeting business objectives
Qualification
Required
10+ years of closing experience selling enterprise software to executives in the Federal Civilian domain
5+ years working within cybersecurity software sales
U.S. citizenship required; Active security clearance is strongly preferred. Eligibility for a secret clearance or an active secret clearance is required
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 conversations at the VP and CISO level. Able to convey technical differentiators and link those differentiators to mission/business value
Command of the forecast and sales process – reliably knows where they are in the sales process and whether/when to move the opportunity into best case or commit for the quarter
Critical thinking in a variety of situations, demonstrating drive, initiative, energy, and a sense of urgency in acquiring and serving clients
Ability to travel up to 35% to client meetings as needed
Company
Rapid7
Rapid7 is a cybersecurity company that helps organizations detect and respond to security threats effectively.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$350.5MKey Investors
Bain Capital Ventures
2024-06-26Post Ipo Equity
2023-09-07Grant· $1.5M
2023-09-06Post Ipo Debt· $260M
Leadership Team
Corey Thomas
Chief Executive Officer
Raj Samani
SVP, Chief Scientist
Recent News
2026-01-16
Company data provided by crunchbase