Account Executive, Named at Rapid7

| Greater Boston Area
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Please note: this role is based remotely in Colorado so we are accepting applications from candidates in that area.

Why Rapid7?

Rapid7 is leading the information security industry as a top provider of security products and services that help customers defend against everyday threats. Not only is Rapid7 on the forefront of the security revolution, but we are also known for our great company culture. We recently moved our Boston headquarters into a brand new office in the Hub by North Station (you can even take a virtual tour here!) and it's a "physical manifestation" of our Moose culture. You can learn even more about our sales org, some successful career trajectory stories, and what we typically look for when he hire new Moose, directly from one of our sales leaders, Lauren Lynch

The Opportunity 

Are you looking for a chance to make a significant business impact in the white hot cyber security space with an opportunity for professional and financial growth? 

We're looking for a chance to work with an individual who is coachable, curious, intelligent, resilient, team oriented but individually competitive and a good storyteller with customer centric empathy. 

Position Summary

We are searching for Named Account Executives to join our growing sales team! The main goal of our Named 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. 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. In 2018, we promoted 57 out of our 135 sellers (~40%)!! Performance and compensation are fundamentally tied, and consistently demonstrating a positive impact to the business is the key to career progression.

What Success Looks Like

  • Meet and/or exceed your quota by identifying, qualifying and closing new business opportunities at enterprise-level companies (between $400 million - $1 billion in revenue).

  • 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 two 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.

  • Future programs aimed at advanced sales skill set development and career growth.

  • 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 DiscoverOrg and LinkedIn Sales Navigator in order to remain competitive and uncover new business opportunities.

  • Support and transparent communication from the sales leadership team, including 1-on-1 coaching and feedback from your direct manager.

  • 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.

  • Partnership opportunities with cross-functional teams to help fuel your development and continue to secure new customers, including the marketing, sales engineering, and legal teams, among others.

  • The ability to travel and be onsite with customers for QBR's, trade shows, and in-person meetings.

  • A chance to join our President's Club - in 2018, we sent 62 of our sellers to the Grand Cayman!

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.

  • 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 10% - 25% to client meetings as needed.

Rapid7's Benefits 

We offer an extensive set of benefits including: 

  • Competitive salaries and an employee stock purchase plan.

  • Medical, dental, vision, life and disability coverages, FSA, and HSA. 

  • A flexible vacation policy and commuter benefits. 

  • 401(k) match program.

  • 12 weeks of maternity leave paid at 100% of eligible compensation (base salary and bonus/variable) and 4 weeks of non-primary parental leave paid at 100% of eligible compensation (base salary and bonus/variable).

  • All of this on top of gym access in our brand new building, fully stocked fridges and two baristas on staff :)

#LI-REMOTE

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • GolangLanguages
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • RubyLanguages
    • ScalaLanguages
    • SqlLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AngularJSFrameworks
    • DjangoFrameworks
    • ExpressFrameworks
    • FlaskFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • SparkFrameworks
    • SpringFrameworks
    • TensorFlowFrameworks
    • CassandraDatabases
    • MongoDBDatabases
    • MySQLDatabases
    • PostgreSQLDatabases
    • RedisDatabases
    • Google AnalyticsAnalytics
    • OptimizelyAnalytics
    • IllustratorDesign
    • InVisionDesign
    • PhotoshopDesign
    • SketchDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • WordpressCMS
    • SalesforceCRM

Location

Rapid7 is conveniently located between the North End and West End of Boston, with plenty of restaurants, bars and public transport close by.

An Insider's view of Rapid7

What does your typical day look like?

For the majority of the day it’s a mix of weekly check-ins with various teams, project updates, and the occasional brainstorm.

When I’m not in meetings I’ve got headphones in while planning, writing, or designing — at my desk or perched somewhere around the office.

Grace

Senior Brand Storyteller

What are some things you learned at the company?

When we talk about being a moose and impact together, what we are saying is that we support each other on our journey forward. We actively look for ways to collaborate, strengthen our ideas and learn from each other, no matter what department you may be in at Rapid7.

David

Global Director of Sales Engineering

What are Rapid7 Perks + Benefits

Culture
Volunteer in local community
Once a year, Rapid7 offices across the globe close for the day so employees can volunteer.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Rapid7 is led by a diverse management team that represent the security community we serve. We believe that we all have a responsibility to continuously improve our DE&I efforts.
Unconscious bias training
We believe in continuous learning, our in-house trainers conduct consistent diversity trainings. We advocate for diverse thinking and strive to cultivate a workforce that mirrors the best minds.
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
We have so many amazing and organically created employee resource groups! These internal Rapid7 communities allow for an authentic experience where diverse employees and allies can come together.
Hiring Practices that Promote Diversity
We've taken the Parity Pledge, we reinforce strategic recruitment, we are committed to diversity partnerships, and we understand the importance in training around unconscious bias.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Our remote work program includes full-time remote for specific positions, Work remotely on occasion as needed.
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Our employees receive unlimited hours per year of paid volunteer time.
Paid Holidays
Paid Sick Days
Employees receive unlimited hours per year of paid sick leave.
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Game Room
Our game room includes Ping Pong.
Stocked Kitchen
Rapid7 has a fully stocked kitchen including unlimited snacks, coffee, tea and all of the flavored sparkling water you can handle.
Some Meals Provided
Employees get free lunch during quarterly in-office Town Halls and some team meetings.
Happy Hours
Happy hours are hosted On occasion .
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Acme Co. hosts lunch and learn meetings on occasion.
Cross functional training encouraged
Promote from within
Continuing Education stipend
Variable.
Time allotted for learning
Online course subscriptions available
Paid industry certifications
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