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Rapid7 Manager - Sales 
United States, Texas, Austin 
330394003

15.09.2024

What success looks like:

  • Manage a sales team responsible for selling the Rapid7 portfolio of products & services to new enterprise customers across the Southeast

  • Partner with Customer Success & service delivery teams to ensure customers realize the tremendous value of Rapid7's solutions

  • Empower your team to cultivate deep customer relationships as you own the commercial responsibility for retention & customer spend growth (in addition to new logo acquisition)

  • Analyze data, collate with your observations in the field, and capture feedback from peers to form plans for business growth

  • Stay current on the shifting landscape of enterprise cybersecurity, including competitive dynamics, market trends, and developments specific to the Southeast markets in your purview

  • Turn client feedback into actionable strategies to drive new business and influence Rapid7's go-to-market approach

  • Work closely and communicate effectively with various functional teams including Sales Engineering, Sales Operations, Channel, Customer Success, & Field Marketing to build a durable, results-oriented business

  • Accurately forecast net new recurring revenue & retention on a monthly and quarterly basis

  • Network with channel partners to drive alignment and achieve shared goals

  • Recruit, enable and retain great sellers - build a bench of top-performers and aspiring leaders

To be successful in this role, you ideally have:

  • 7+ years of experience in a quota carrying software sales role

  • 3+ years of experience in an Enterprise sales management role

  • Previous cybersecurity sales experience

  • Experience coaching and mentoring team members

  • Proven record of success, and the understanding of both the customer buying process and the sales methodology

  • Accountable for business growth and target attainment through accurate pipeline management and forecasting

  • A natural ability to build strong relationships to ensure growth by leveraging channel partners and the broader security community

  • A charismatic leader who can attract talent, takes pride in individual growth, and has the ability to grow the team into the next phase of their development

  • The ability to work cross functionally with Product Marketing, Engineering, Customer Success, People Strategy, and other Rapid7 teams

How We Set You Up For Success

  • In addition to our new hire onboarding program, Managers are provided best-in-class training focused around an introduction to our industry and how to sell our security products

  • Access to tools such as ZoomInfo, LinkedIn Sales Navigator, Gong, Salesloft, and Salesforce 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

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

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

What success looks like:

  • Manage a sales team responsible for selling the Rapid7 portfolio of software products to Central prospects, and who are also responsible for managing the upsell process

  • Strategize with the team on positioning for high level cybersecurity software products

  • 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 influence client choices and advocate for client needs to negotiate win-win solutions

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

  • Maintain accurate forecasts in Salesforce

  • Network with channel partners to drive alignment and achieve shared goals

  • Recruit, enable and train new hires to the team

  • Work with new hires in developing and being proficient in the Rapid7 sales methodology materials and current product knowledge

To be successful in this role, you ideally have:

  • 7+ years of experience in a quota carrying software sales role

  • 3+ years of experience in an Enterprise sales management role

  • Previous cybersecurity industry sales experience

  • Experience coaching and mentoring team members

  • Proven record of success, and the understanding of both the customer buying process and the sales methodology

  • Accountable for business growth and target attainment through accurate pipeline management and forecasting

  • A natural ability to build strong relationships to ensure growth by leveraging channel partners and the broader security community

  • A charismatic leader, who can attract talent, takes pride in individual growth and has the ability to grow the team into the next phase of their development

  • The ability to work cross functionally with Product Marketing, Engineering, Customer Success, People Strategy, and other Rapid7 teams

How We Set You Up For Success

  • In addition to our new hire onboarding program, Managers are provided best-in-class training focused around an introduction to our industry and how to sell our security products

  • Access to tools such as ZoomInfo, LinkedIn Sales Navigator, Gong, Salesloft, and Salesforce 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

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

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