CISPA Helmholtz Center for Information Security

Sales Engineer

• Own the technical side of the sales cycle from discovery through close, working shoulder-to-shoulder with an account executive on every named opportunity.
• Run live demos of the Empirical Global and Local models against a prospect's own CVE list, and translate what the score is doing into language a practitioner can act on.
• Design and execute proofs of value that measure Empirical against whatever the customer is using today, whether that is CVSS, KEV, a competing scoring product, or a homegrown model.
• Write the technical response to RFPs, security questionnaires, and architecture reviews without needing three weeks and a red team of internal reviewers.
• Serve as the bridge between the customer and Empirical's data science and product teams, feeding real deployment friction back into the roadmap.
• Present at trade shows, customer roundtables, and analyst briefings when the situation calls for a technical voice in the room.

Account Executive

• Own enterprise accounts end-to-end
• Run consultative, data-forward sales cycles
• Partner with sales engineering and data science
• Build relationships across various functions
• Accurately forecast in HubSpot
• Represent Empirical at industry events

Enterprise Sales Executive

Sales Operations Manager

• Own the go-to-market tech stack end-to-end, starting with HubSpot as the source of truth and extending through prospecting, forecasting, enablement, and analytics tools.
• Run weekly, monthly, and quarterly forecast calls, and turn a messy pipeline into a defensible number that the CRO and CEO can put in front of the board.
• Design territories, quotas, and comp plans that actually motivate the right behavior, and revisit them when the data says they aren't working.
• Build the reporting layer that tells leadership what is really happening, including pipeline coverage, conversion rates by stage, win rates by segment, and rep-level performance against ramp.
• Instrument the sales process so every deal leaves an evidence trail, and lead the deal reviews where that evidence gets pressure-tested.
• Partner with marketing on lead flow, attribution, and pipeline handoff, so both sides are arguing from the same dataset rather than from feelings.
• Manage the RevOps roadmap and, over time, hire and lead a small team underneath you.

Director of Sales Operations

• Own a book of commercial accounts end-to-end, from prospecting through close, carrying a quota that reflects a high-volume motion.
• Run tight, disciplined sales cycles measured in weeks rather than quarters, with clear next steps and honest qualification at every stage.
• Prospect actively into your territory. Inbound will help, but the reps who win here build their own pipeline and do not wait for marketing to hand them one.
• Deliver crisp demos of Empirical Global against a prospect's real CVE list, and know when to pull in a sales engineer for the deeper technical dive.
• Sell to security directors, VPs of IT, and heads of vulnerability management at companies that often wear five hats each, so respect their time.
• Forecast accurately in HubSpot and keep an honest pipeline. In a high-velocity motion, a dirty forecast breaks the whole model.
• Feed customer objections and competitive signal back to marketing and product, so the next rep in the seat has an easier time than you did.

Sales Engineer

Enterprise Sales Executive

Director of Sales Operations

Commercial Sales Executive