About the Role

We are looking for Director of Business Development to lead our federal systems integrator (SI) partner strategy—a critical lever for scaling our presence across key U.S. government programs.

This is a high-impact, externally facing role responsible for building and activating strategic SI partnerships to drive pipeline, expand contract access, and accelerate revenue growth. You will operate at the intersection of partnerships, sales, and product, working closely with federal leadership to prioritize pursuits, shape joint solutions, and win in competitive federal environments.

This position is required to be located in the DC vicinity in order to effectlively support local customers and partners. 

What You’ll Do

• Own and expand strategic SI partnerships: Build and manage executive-level relationships across top-tier federal systems integrators to drive pipeline, program access, and long-term growth
• Drive federal opportunity strategy: Partner with the VP of Federal and sales leadership to identify, prioritize, and pursue high-value federal opportunities
• Enable and activate partners: Lead co-sell efforts with SI partners, including training, joint value propositions, ROI messaging, and go-to-market execution
• Shape winning solutions: Collaborate with product, engineering, and technical SMEs to develop customer-centric solutions aligned to federal mission needs
• Lead partner performance management: Forecast partner-driven pipeline, track performance, and provide actionable feedback to improve outcomes
• Align on federal bids and pursuits: Monitor federal solicitations and ensure optimal SI alignment and positioning for competitive bids
• Surface market intelligence: Identify trends across the federal landscape and provide insights to inform product, marketing, and sales strategy
• Represent Censys externally: Act as a key ambassador at industry events, conferences, and partner engagements
• Deliver results: Meet or exceed quarterly and annual pipeline and revenue targets

What We’re Looking For

• Proven track record of building and scaling partnerships with federal systems integrators
• Strong network of executive relationships across leading SIs (e.g., Booz Allen, Leidos, SAIC, etc.)
• Experience driving pipeline and revenue through partner-led motions in federal markets
• Deep understanding of federal procurement, contracting vehicles, and go-to-market dynamics
• Ability to operate strategically while executing tactically in a fast-paced environment
• Strong cross-functional collaboration skills, particularly with sales, product, and technical teams
• Exceptional communication and executive presence

The expected salary range for this position is $285,000-$350,000 USD on target earnings. 

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information.

Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Censys’s compensation and benefits are subject to change and may be modified in the future. Please see our careers page for more details.

We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to your recruiter. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. Additionally, if hired, we would love to bring you to our HQ in Ann Arbor for in-person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our Censys Privacy Policy.

Role Summary:

In this role, you will report to our VP of Sales, EMEA and own the UK & Ireland (UKI) territory. You’ll collaborate with a team of expert Sales Engineers and Sales Development Representatives all focused on understanding customer needs and helping organizations secure their internet-facing assets.

In addition to driving revenue growth across the region, you will play a key role in shaping our go-to-market strategy in UKI—helping refine our sales playbook and scale a repeatable, high-performing sales motion. The right person thrives in the scrappy nature of a high-growth company, embraces ambiguity, and is motivated to build something that scales.

What You’ll Do:

• Own and grow the UKI territory, driving new business and expansion within existing accounts
• Develop and execute a strategic territory plan to exceed revenue targets
• Become a trusted expert on Censys’ platform and articulate the value of our Internet Intelligence capabilities
• Close large, complex deals involving multiple executive-level stakeholders (e.g., CISOs, security leaders, IT leadership)
• Consistently exceed activity, pipeline, and revenue goals on a quarterly basis
• Build and maintain a strong pipeline of qualified opportunities and manage accurate forecasts
• Partner with Sales Engineers and cross-functional teams to deliver compelling, value-based solutions
• Negotiate and close win-win agreements using a value-selling approach
• Provide market feedback to influence product and go-to-market strategy in the region

What You’ll Bring:

• 10+ years of software sales experience, with at least 5 years in cybersecurity
• Proven track record of success in the UKI market, including closing enterprise-level deals
• Experience selling emerging technologies or operating within high-growth/startup environments
• Consistent achievement of ~$1M+ annual quota
• Strong experience managing complex, multi-stakeholder sales cycles using solution-selling methodologies
• Ability to build pipeline in-region through both outbound and partner/channel motions
• Willingness to travel across the UK & Ireland as needed
• Strong virtual selling skills (web demos, remote sales processes)
• Proficiency with Salesforce (or similar CRM tools)
• Ability to run a disciplined, strategic sales process

Bonus Points:

• Experience with MEDDIC, Force Management, or other value-selling frameworks
• Existing relationships within enterprise security teams across the UKI region
• Familiarity with ASM, threat intelligence, or adjacent cybersecurity domains

We believe in transparent and equitable compensation practices.

The on-target earnings (OTE) range for this role is £220,000 – £260,000 GBP (or €270,000 – €300,000 EUR for Ireland-based candidates), which includes a base salary and variable commission component. The typical split for this role is 50/50 base and variable, though this may vary based on experience and performance history.

Actual compensation within this range will be determined based on multiple factors, including experience, skills, market benchmarks, and geographic location within the UK or Ireland.

In addition to cash compensation, this role is eligible for:

• Equity in the company
• Comprehensive health and wellness benefits
• Pension contributions (UK) / retirement benefits (Ireland)
• Generous paid time off and company holidays

We are committed to ensuring fair and consistent pay practices across all regions and comply with applicable pay transparency regulations.