Rapid7: Account Executive, Senior Enterprise Accounts
Rapid7
120 Causeway Street
Boston, MA 02114

Employee Testimonials

Helen Ackers Rapid7
Aniket Menon Rapid7

Video

JOB OVERVIEW

Rapid7 is looking for an experienced Enterprise Account Executive to join our Enterprise Accounts sales team, accelerating our growth within the Fortune 500. While we have a strong presence in the Fortune 500, we are looking to elevate our profile within our most strategic accounts and become a trusted advisor to the worlds biggest and most beloved companies and brands.

The Enterprise Account AE will run an individual territory of named accounts with expectations to manage full sales lifecycles from demand generation through deal closure, and to build the go-to-market plan to include both direct sales and indirect business partnering through the channel.

JOB REQUIREMENTS

The ideal candidate will be able to demonstrate a track record of achievement against quota attainment, with an average deal size of $200K+ while showing the ability to be both highly transactional, i.e. Land and Expand, as well as strategic, i.e. Platform Deals.

This role is the Apex of a sales career at Rapid7. The Enterprise Account AE 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.

REQUIREMENTS:

  • 8-10 years of successful selling Enterprise Software to decision makers in Fortune 500 companies
  • Ability to work a Named Account List remotely
  • 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
  • Demonstrated ability to quickly learn new products and solutions
  • Able to drive consensus between 5+ buyers within each assigned account
  • Demonstrated ability to develop champions and get to the Economic Buyer i.e. get high and wide
  • Understand customer decision criteria for budgeted and unbudgeted needs
  • Experience working in fast pace, transactional high-growth startup environments
  • Able to prioritize the most important tasks within a heavy workload
  • 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
  • Experience closing seven figure enterprise software deals
  • Command of the forecast and sales process reliably knows where she/he is in the sales process and whether/when to move opportunity into best case or commit for the quarter
  • Possesses strong written communication skills can use email to generate meetings with multiple personas in an account
  • Sets goals and holds himself/herself accountable, measures progress against those goals
  • Intellectual Curiosity 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
  • Inspires prospective buyers to act when presenting to prospective buyers; Inspires confidence in prospective buyers
  • Must be able to both hunt for new logos and expand existing installs.
  • Successfully uses every possible channel to generate demand within an account list through cold calling, email prospecting, LinkedIn, Social Media
  • Will become a member of and get involved in local/regional ISSA and ISACA Chapter Meetings in the key cities within the territory
  • Team player proven ability to direct and work with distributed internal teams
  • Comes to work with a can-do attitude
  • Takes ownership of his/her own enablement needs, is a self-starter
  • Willingness to work remote from a home office; ability to work long periods unsupervised

COMPANY DESCRIPTION:
Rapid7 is a leading provider of security data and analytics solutions that enable organizations to implement an active, analytics-driven approach to cyber security. We combine our extensive experience in security data and analytics and deep insight into attacker behaviors and techniques to make sense of the wealth of data available to organizations about their IT environments and users. Our solutions empower organizations to prevent attacks by providing visibility into vulnerabilities and to rapidly detect compromises, respond to breaches, and correct the underlying causes of attacks. Rapid7 is trusted by more than 4,150 organizations across 90 countries, including 34% of the Fortune 1000. To learn more about Rapid7 or get involved in our threat research, visit www.rapid7.com.

Full-time

Employee Testimonials

James Green
Director of Engineering, Engineering, Software Development

"My favorite memory of being a 'Moose' is our first ever company-wide hackathon in Cambridge. After a fun–filled week for the company kick-off, we still managed to deliver, through the night, on some amazing ideas."

Brett Garofalo
Manager, Mid-Market Sales

"I am not a natural–born salesperson or leader. Rapid7 gave me the mentorship opportunities and leeway to develop those skillsets. Having the support of my management allowed me to take risks and learn from mistakes instead of being tentative and afraid to put myself out there."

Helen Ackers Rapid7
Helen Ackers
Marketing Specialist

"Every time you feel a little more comfortable with your job and what is expected from you, there is always something new to learn and something to add to the repertoire! I love this, it means every week I can see myself developing in my career."

Aniket Menon Rapid7
Aniket Menon
Manager, Enterprise Deployments

"I love the infectious energy and fast–paced nature of the job. Unrelenting progress towards becoming the #1 company in Cyber Security. The sheer number of Products and Services we have launched in the last two years is a staggering achievement."

Dennis Nahas Rapid7
Dennis Nahas
Systems Administrator

"The most fulfilling moments are seeing our products name dropped in the security press, knowing we all contributed to that."

Ashley Seamans Rapid7
Ashley Seamans
Director of Business Intelligence

"There's never a dull moment and always a new challenge to tackle. I have had the opportunity to work with people across the company on product launches, acquisitions, our global sales expansion and lots of new programs, each with its own hurdles but all equally rewarding."

Chris Wallace Rapid7
Chris Wallace
People Strategy Manager

"It's pretty cool to look around the room and know that I played a part in making all of that happen, and that I hopefully helped those people move into a role that they find really rewarding and exciting. Especially in a company where they in turn can have a big impact and take their careers to the next level. The fact that they are all good people, and that we all manage to have a bit of fun in the process, helps too."

Stephanie Philips Rapid7
Stephanie Philips
Counsel and Director, Contracts, Legal

"I love the truly collaborative team effort from everyone across the board – people are always willing to join an effort or a conversation to make a difference and find a solution, and they don't feel bound by their job descriptions or departmental functions if they have expertise that will help out a fellow Moose."

Roy Hodgman Rapid7
Roy Hodgman
Data Scientist

"I feel that [our core value for] continuous learning best represents me because it's been essential to my career here. There are no shortage of tools and techniques that can be applied to the projects I work on, and despite what I think I might know about the problem at hand, more often than not there are new and novel ways to approach it."