Account Executive, Large Accounts (SLED)

US - MA - Boston

Location(s)

US - MA - Boston, US - Remote

Team(s)

Sales & Business Development


Company Description

Rapid7 (Nasdaq: RPD) is advancing security with visibility, analytics, and automation delivered through our Insight cloud. Our solutions simplify the complex, allowing security teams to work more effectively with IT and development to reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. Over 10,000 customers rely on Rapid7 technology, services, and research to improve security outcomes and securely advance their organization. For more information, visit our website, check out our blog, or follow us on LinkedIn.

Position Summary

We are searching for an Account Executive to join our growing SLED sales team, covering a territory comprised of states in the Eastern USA.

The main goal of our Account Executives is to drive net new sales opportunities, while managing upsell opportunities within their assigned geographical territory. In this role, you will partner cross-functionally with internal teams to drive net-new business opportunities from initial prospecting through negotiation and contract close. You will get the opportunity to sell our entire product platform (including services!) into larger cities, counties, state agencies and universities. In order to be successful in this role, you will partner with regional channel partners; this is a quota-carrying role and is critical to the continued success of Rapid7. Rapid7 has a history of promoting from within and our sales representatives have a number of opportunities to grow within the organization.

What Success Looks Like

  • Meet and/or exceed your quota by identifying, qualifying and closing new business opportunities.

  • Creatively source new prospects and thoughtfully position Rapid7's offerings to suit their needs. Be a trusted advisor and an industry expert. 

  • 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 win-win solutions.

  • Work closely and communicate effectively with various functional teams including Sales Engineering, Sales Operations and Customer Success to ensure seamless implementation and effective ongoing account growth.

  • Exceed sales goals and quarterly revenue targets while being a collaborative member of the team.

  • Accurately enter, update, and maintain daily activity, forecast and opportunity information in Salesforce.

  • Teach and learn to build a bench and share best practices to win together.

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.

  • A ramp 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 ZoomInfo and LinkedIn Sales Navigator in order to remain competitive and uncover new business opportunities.

  • The opportunity to act as a consultative seller over the phone to both current and prospective Rapid7 customers and receive real-time feedback from your manager who will sit in close proximity.

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

To be successful in this role, you ideally have

  • BA/BS degree in business or a related field.

  • 4+ years of full cycle sales experience at a software or technology company.

  • Experience selling into the public sector: larger cities, counties, state agencies and universities.

  • Strong channel partnerships and relationships within the Central market.

  • Strong track record of success driving revenue through prospecting, creating new business and sustainably growing existing business.

  • Ability to work well independently and under pressure, as well as be highly responsive to clients. Ability to learn, absorb and adapt quickly to ever-changing business priorities.

  • Critical thinking in a variety of situations, demonstrating drive, initiative, energy and sense of urgency in acquiring and serving clients.

  • Ability to travel up to 40% to customer meetings as needed.

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