Junior Government Sales Account Executive

Job Description

Job Description

Salary : $120,000 - 130,000 per annum, double OTE

WHO ARE WE?

Searchlight Cyber provides organizations with relevant and actionable dark web threat intelligence, to help them identify and prevent criminal activity.

Founded in 2017 with a mission to stop criminals acting with impunity on the dark web, we have been involved in some of the world’s largest dark web investigations and have the most comprehensive dataset based on proprietary techniques and ground-breaking academic research.

Today we help government and law enforcement, enterprises, and managed security services providers around the world to illuminate deep and dark web threats and prevent attacks.

ABOUT THE POSITION

We are looking for a Sales Account Executive to join our existing sales team to win further business from identified sectors.

Working primarily with Public Sector customers -federal, state and local - we’re looking for experienced sales professionals with a demonstrable history of achieving wins at all stages of the sales cycle - from lead generation through to negotiating and closing large, complex contracts.

Reporting to the Searchlight Vice-President of Government Business, this role is perfect for a self motivated person who is hungry to win as much business as possible in a growing market sector.

Someone from a cyber security, software or IT sales / services background with experience selling to governmental or large corporate clients would bring the required experience and relationship networks needed to succeed in this role.

WHAT WILL I DO?

• Engage with clients across Governmental sectors (including Federal, State and Local), building a strong network of contacts and growing a pipeline of opportunities
• Work with internal Searchlight stakeholders and partners to develop and deliver on a sales plan, meeting agreed upon targets and goals
• Work closely with our Marketing team to generate new leads - mixing cold outreach, targeted ABM and events to build a steady flow of new prospects to the top of the sales funnel
• Account planning and business development in the region; build a strategy to generate leads and find new customers in the public sector
• Build deep relationships with existing and potential customers, contributing to product development and market knowledge
• Develop in depth knowledge of our products, gaining the ability to articulate applications and benefits to potential customers
• Be aware of, and use customer feedback, to contribute to the product road map; allowing for a strategic selling process
• Support a Land and Expand type model, supporting customers longer term, selling additional products and services to suit their needs
• Working with our Sales Engineering function, ensure successful Proof of Value processes, tailoring our proposal to suit their needs - where possible you’ll own initial basic demonstrations yourself

WHAT ARE WE LOOKING FOR?

Proven experience in a SaaS sales environment, ideally selling Cyber Security or software products and / or services to Government clients.

Knowledge of intelligence or risk based products would be a benefit

• In-depth understanding of relevant purchasing / procurement processes and challenges inherent with government sector customers
• Strong understanding of the cyber security market, including key technologies, concepts and players
• Ability to drive sales as an individual as well as part of a team
• Willingness and ability to travel, perhaps internationally, for client meetings and lead generation activities / events
• Knowledge of a particular sales methodology is not mandatory, but experience or training in SPIN, Sandler, MEDDIC, Miller Heiman or similar would be a benefit
• Experience in all areas of business development - lead generation, relationship building, inbound and outbound sales, tender response, negotiation, account management etc.
• Hubspot (or other applicable CRM) experience is preferable

WHAT’S IN IT FOR ME?

Job satisfaction; working for a company that is genuinely making people's lives better and helping to reduce the impact of internet based crime.

You will have the opportunity to grow your career with the company in a very exciting industry.

On top of a generous salary in line with your experience, you’ll receive a great benefits package and a learning and development plan to help ensure your career always moves in the right direction.

We’re a committed team of professionals all from diverse backgrounds - software, data, security, sales and more. We all come together with a real passion for technology and a drive to make a difference - we’re committed to protecting society from threats and actors who use and abuse the dark web.

You’ll be challenged with interesting projects that will help you think outside the box and have plenty of opportunities to learn and practice new skills.

You’ll be a key member of the team, directly contributing to our customer and supplier relationships and helping business goals.

We believe in training & development, having fun and a great work life balance.

Your benefits package will include :

• 15 days paid vacation plus public holidays
• 401k
• Medical, Vision and Dental cover
• Healthcare Savings Account via CareFirst
• You’ll receive a Perkbox membership, offering a range of high street discounts and other rewards
• Comprehensive training and support to develop your career, including a training budget
• Regular team building and reward events

INTERVIEW PROCESS

• Screening interview interview with our Talent Manager
• 2 stage interview process with key stakeholders
• Offer and on-boarding

remote work