Senior Account Executive - Federal Sales

The opportunity:

We are searching for a Federal Sales Account Executive for our application security product, Mayhem.  As a member of the ForAllSecure sales team, you create and recognize business opportunities, develop long-lasting relationships with clients, and create new lifetime customers of Mayhem.

You will be joining a team of people passionate about finding exploitable bugs before attackers can succeed.  Our product Mayhem is high-tech and battle-proven by the Defense Advanced Research Project Agency (DARPA) as the next wave in cyber. 

You are someone who deeply cares about solving customer problems and acts as a trusted advisor to help customers meet their goals. You take the time to understand their pain points, both what they say and also by how they approach application security. You find and build champions within the organization to solve problems. You are a skilled communicator.  You are responsible and organized, ensuring that our Salesforce and other tracking systems are up to date with the latest information.  

What you will do:

• Build rapport with prospects as an advisor and knowledgeable application security professional.
• Collaborate with product, marketing, and engineering to actively provide product and strategy feedback.
• Manage the sales pipeline for your prospects.
• Keep sales tools such as Salesforce up to date after each call or contact.
• Presenting and demonstrating the value of our products and services.
• Compiling and pitching compelling sales quotes, and handling negotiations.
• Interfacing with our sales engineers and customer solutions engineers to create and execute on success plans. 

You are someone who:

• Brings 10+ years of enterprise selling experience in the public sector with a background in selling enterprise security or development products to the federal government. 
• Has established relationships with the Department of Defense and/or intelligence community organizations with product sales.
• Deeply understands Federal sales and procurement cycles and standards.
• Understands channel centric go to market approach and has worked with ISP & reseller channel partners before.
• Has a proven track record of achieving and exceeding revenue goals. .  
• Has worked in a startup or similar fast-paced environment.
• Is experienced working with technical and discriminating buyers.
• Has a comprehensive knowledge of application development and/or application security workflows.
• Has demonstrated success managing multiple accounts and a significant pipeline of new opportunities
• Is a skilled negotiator and demonstrates excellent presentation skills.
• Solves problems creatively. 
• Understands and is proficient with numbers and budget to determine the best deal.
• Works independently as part of a remote workforce
• Is able to use Google Workspace products and Salesforce
• Can travel to customers and other locations as needed to perform sales function

Who we are:

Our hunger for success drives our actions. We have respect for all, respect that people will have different opinions, and strive to mitigate unconscious bias. We commit to being responsible, transparent, and accountable in our actions to our customers and each other. We have a growth mindset, believe challenges can be opportunities, and ask what we can do 10% better each time.

We believe in a world where autonomous application security allows us to move faster and beat attackers. We do not believe the status quo is working, as companies are developing software much faster than they can manually secure it. We developed an autonomous appsec AI engine called Mayhem, which automatically tests and finds new zero-day exploitable vulnerabilities before attackers. Mayhem was battle tested in and won the DARPA (Defense Advanced Research Project Agency) Cyber Grand Challenge, and exhibited at the US Smithsonian Museum. ForAllSecure is bringing Mayhem to the world as an enterprise sales technology.

ForAllSecure’s customers include Roblox, Cloudflare, Motional, US CyberCommand, where applications range from securing online platforms used by millions to critical mission safety systems. Fortune 1000 companies in aerospace, automotive, and high-tech partner with ForAllSecure for scalable, advanced security testing that keeps pace with increasing development speeds and deployment frequencies. Other awards include the 2021 SINET 16, 2021 Global Infosec Award, and the MIT Technology Review as one of the 50 Smartest Companies. We are backed by NEA and KDI, having just raised our Series B funding.