Rapid7 Account Executive Strategic Accounts 

United States, Texas, Austin 

935255846

About The Role

The main goal of this role is to drive net new sales, while managing upsell opportunities within your assigned territory. In this role, you will partner cross functionally with internal teams to drive business opportunities from initial prospecting through negotiation to contract close. This is a quota carrying role and critical to the continued success of Rapid7.

In this role, you will:

• Meet and/or exceed your quota by identifying, qualifying and closing new business opportunities at enterprise companies with 1000-1700 employees while being a collaborative member of the team.

• Creatively source new prospects and thoughtfully position Rapid7's offerings to suit their needs.

• Serve as a trusted advisor and 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.

• Leverage channel partnerships to break into new accounts and remain up to date on opportunities in your territory.

• Influence client decisions and advocate for client needs to negotiate solutions.

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

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

The skills you’ll bring include:

• 4+ years of closing experience selling software, cybersecurity sales experience a strong plus

• A track record of Quota and Presidents Club attainment, selling both new and existing products and product portfolios.

• Ability to drive consensus between multiple buyers within each assigned account and develop champions to target the Economic Buyer – i.e. get “high and wide”.

• Understand customer selection criteria for budgeted and unbudgeted needs.

• Capacity to learn, absorb, and adapt quickly to ever-changing business priorities.

• 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.

• Command of the forecast and sales process – reliably knows where they are in the sales process and whether/when to move opportunity into best case or commit for the quarter.

• 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 20% to client meetings as needed.

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