Rapid7 helps protectors build comprehensive cybersecurity programs and overcome the chaos of the ever-changing threat landscape.
Bianca Bisciotti, Senior Account Executive, shares everything you need to know about working on the Rapid7 Sales team!
During this video interview, Bianca discusses:
- Details on the Sales team
- The typical sales process
- The interview process
- Advice for someone looking to join the team
Video Transcript
My name is Bianca Bisciotti. I am a Senior Account Executive here at Rapid7.
Our sales organization is very large but also very well structured. There are three primary divisions: Commercial, Strategic, and Enterprise. They are aligned based off of the region and the customer size that they support.
Additionally to those three primary divisions, we also have an SDR organization that supports them. They are really there to launch their career in sales and build the fundamentals of their sales skills so that they can grow into Account Executive roles on the Commercial, Strategic, and Enterprise teams.
We also overlap with a couple of other teams, including Sales Engineers, Customer Advisors, Channel organizations, and some Product Specialists. Our Product Development team is more behind the scenes supporting the sales team.
A typical sales cycle at Rapid7 is primarily about value alignment and problem solving for an individual customer. Every customer is very different in where they are in their security journey. So, it’s really about understanding where they are and meeting them there so we can help them align to their long-term goals.
We take a very consultative approach, trying to understand what their current challenges and long-term goals are, and then recommending a specific solution or service that can help them meet those goals. Depending on the solution and service we recommend, what we do throughout the sales cycle can vary. It can be anything from a Proof of Concept (POC) for the technology, meeting one of our other customers, an executive proposal review, or a customer advisor meeting. There are a lot of different ways that we can validate the solution and service we’re positioning. Once we understand their end goals and the value alignment, we are able to elaborate on where we can validate specifically throughout the sales process.
The interview process is very transparent. It usually starts with a recruiter screening call and then from there it’s followed by a panel of interviews led by hiring managers. You might also meet with other peers that are already on the sales team.
A lot of those different meetings that you will have throughout the process are really to understand how you’ve navigated challenges in the past, how you collaborate with other teams and people on your team, and also an understanding of your experience from past sales organizations and what you can potentially bring to the new team.
I would say definitely be confident in yourself and show the curiosity and the motivation that you have for the role. Sales itself, and the cybersecurity industry overall, is very fast-moving. To be successful in the cybersecurity sales space, you have to be able to be open to learning and be open to learning about new things on the fly. As long as you’re really open to that and showing the motivation and grit behind what it takes to scale with customers, that’s what’s really going to be able to take you throughout your career. Ultimately, just being yourself at the end of the day really does do that a lot of the time. So, just be yourself and be confident, and that will take you half the process.
