About GreyNoise
GreyNoise is a mission driven security startup focused on helping organizations understand and mitigate risks from Internet scanning and exploitation. GreyNoise provides real-time intelligence on all actors scanning the Internet and how some of them are attempting to exploit vulnerabilities on assets connected to corporate networks. The intelligence is highly trusted because it’s generated from a global fleet of thousands of purpose built sensors observing the Internet. Advanced data science techniques and AI are used to process millions of observed events into real-time intelligence for customers.Organizations use GreyNoise intelligence to understand the background scanning noise on the Internet and reduce up to 40% of alerts in a SOC.
Threat hunting, vulnerability prioritization, incident investigation, and emerging threat response are other popular use cases for GreyNoise. The user base includes more than 10,000 community users and with 100 plus paid customers.All positions are fully remote within the US, with optional office attendance at our DC area headquarters, unless otherwise specified. Applicants must have US work authorization.
The Role
We are looking for a Federal Regional Sales Manager who will be responsible for owning and exceeding sales targets to drive revenue within the U.S. Federal / Department of Defense Territory.
What You Will Do
- Own your territory: successfully develop your pipeline and go-to-market strategy to secure new GreyNoise customers
- Identify upsell opportunities: Strategize with the GreyNoise Customer Experience team to expand existing GreyNoise customer accounts
- Have a background with one or more sales methodologies including solution selling, strategic selling and MEDDPICC
- Cross-Collaborate: effectively engage with Sales Engineering, Channel, Business Development, Product, Marketing, and Executives to develop your pipeline, meet customer needs, and close new business
- Identify in-region events to drive pipeline and participate on behalf of the company at in and out of region conferences and events
- Document: utilize the GreyNoise CRM (currently Hubspot) effectively to support accurate and timely deal progression, reporting, and sales forecasting
- Manage a variety of sales cycles: you will need to handle simple deals with smaller orgs, while also staying on top of more complex sales cycles with DoD accounts. You will support Sales Engineering to competently guide customers through a successful Proof of Value, maintain timelines, and articulate business value.
- Strengthen our team: collaborate with and support the entire GreyNoise sales team to exceed our goal(s.)
What You Will Bring
- 5+ years of US DoD cyber security sales experience - selling security software and/or threat intelligence solutions
- Active TS/SCI Clearance prioritized
- Comfort in Federal/DoD executive relationship management, while also being able to engage with end users and develop them as strong Champions of GreyNoise
- A proven sales background of consistent achievement against quota
- Excellent presentation, written, and verbal communication skills
- Past experience of thriving in a high-velocity tech sales environment
- Proven ability to institute a repeatable sales process to drive performance
- CRM Knowledge (preferably HubSpot)
- Previous experience with PLG is a plus. At GreyNoise we embody product led growth which is focused on an end user model that relies on the product itself as the primary driver of customer acquisition and expansion.
- Familiarity with US Government cyber security missions; including SOCs, vulnerability management and threat hunting is a must
- Strong storytelling capabilities
- Experience in successful forecasting and pipeline management within the CRM
- Experience in a high-velocity, start-up SaaS environment
- Proven ability to institute a repeatable sales process to drive performance
This role reports to the Director of Federal.
Benefits
💵 Equity in a high-growth, Series-A startup👩⚕️ 100% covered health, dental, vision, and life plans for all employees6️⃣ Competitive 401k employer match of 6%, which is special for a startup. This will be 100% matched and vested from day 1🏖 Unlimited paid time off. To encourage time off from work and ensure overall employee health and wellness, GreyNoise strongly recommends each employee to take at least 120 hours of PTO (3 weeks) annually, including at least five consecutive business days🌎 Remote-first culture.
While we are headquartered in the Washington DC area, we have a distributed workforce -- with the majority of our team working remotely from across the country💻 Equipment budget. Every new employee gets $3,000 to spend on equipment, so you can pick whatever works best for you👼 Paid family leave for all employees. We offer 4 months of paid leave (birth or adoption), plus 2 months of optional unpaid leave, so new parents have time to adjust to the new life (and work) schedule📚 Learning & development budget. All employees receive an annual $1,500 towards professional development related to their job function. The stipend can be applied to tuition, books, conferences, and more🌴 Company offsites and monthly local hangouts to encourage team bonding
GreyNoise Culture
The hallmark of any great company is a palpable and viscous culture. The most important pillars of our culture are:
- Be transparent, honest, and objective. This is what it means to be “clinical”
- Empathize with customers, partners, and each other
- Learn from mistakes and share the knowledge
- The way feedback is delivered to one another matters as much as the feedback itself
- Good work-life balance is the key to sustained productivity
- The measure of a team member’s effectiveness is how well the rest of the team operates in their unexpected absence
- No such thing as a million dollar idea, only million dollar execution
- Out-innovate our previous selves
Check out our (work-in-progress)
longform culture document.
Explainability
Any security product that is a “black box” that asks you to blindly trust it should raise red flags - we believe the same is true of your place of work. We obviously think GreyNoise is doing something unique, but don’t take our word for it - ask any of our 150+ enterprise customers, investors, thousands of happy users, or dozens of journalists who have cited GreyNoise over the past few years.
Why You Should Work at GreyNoise
- You enjoy identifying and solving hard problems
- You are comfortable taking an idea from concept to customer
- You are open to both explaining your stance and questioning others in a clinical, open-minded, and respectful manner
- You want to directly impact users
- You want to grow beyond your current skill set
Apply for the job
Do you want to join our team? Then we'd love to hear about you!
