HackerOne - Lead Account Executive, Commercial
Requirements
• Experience selling cybersecurity, cloud security, SaaS, developer, infrastructure, or offensive security platforms. • Experience developing strategic account plans that drive customer expansion, multi-threaded relationships, and long-term revenue growth. • Experience working with channel partners, strategic alliances, or partner-led sales motions. • Familiarity with Force Management, Command of the Message, MEDDPICC, Challenger, or similar enterprise sales methodologies. • 5+ years of quota-carrying experience in SaaS or technology sales, including experience selling to technical buyers within commercial or mid-market accounts. • Consistent track record of meeting or exceeding sales quotas in a consultative, solution-oriented sales environment. • Experience managing complex sales cycles, pipeline forecasting, and opportunity progression using Salesforce or comparable CRM platforms. • Strong executive communication, negotiation, and presentation skills with the ability to articulate both technical and business value across multiple stakeholder groups.
Responsibilities
• Success in the Lead Account Executive, Commercial role will be accomplished by delivering on the responsibilities below in alignment with the Values and Talent Principles that define how we work at HackerOne. • Lead Account Executive, Commercial • Own the full commercial sales cycle—from prospecting through contract execution—consistently achieving or exceeding revenue goals while demonstrating Change Agility by adapting quickly to evolving customer priorities, competitive dynamics, product innovation, and market conditions. • Change Agility • Data-Driven Decision Making • Use First Principles Problem Solving to understand customer security challenges, uncover root causes, navigate complex buying processes, and position HackerOne’s solutions around measurable business outcomes. • First Principles Problem Solving • Demonstrate an AI Native mindset by leveraging AI-powered tools to improve prospecting, account planning, customer research, customer engagement, forecasting, and overall sales productivity while exercising sound judgment and responsible use. • AI Native • Develop and execute strategic account plans to expand existing customer relationships, generate new business opportunities, and increase HackerOne’s presence across the commercial market. • Partner closely with Sales Engineering, Customer Success, Marketing, Product, Revenue Operations, Legal, and other cross-functional teams to deliver a seamless customer journey from initial engagement through long-term customer adoption and value realization. • Collaborate with channel and technology partners to identify, develop, and execute co-selling opportunities that maximize customer outcomes and accelerate revenue growth.
Benefits
• Tier C$98.6K – $147.9K • Offers Equity • Offers Commission • HackerOne Pay Transparency • HackerOne defaults to disclosure in its pay transparency approach. All jobs are posted with the target hiring range, which is a subset of the full pay range for that role. We expect offers to be made within the target hiring range based on the selected candidate’s alignment to functional requirements for the role and our Talent and Leadership Principles. • Our U.S. compensation structure is based on the cost of labor by hub location. Candidates are assigned to a pay tier based on the hub they are aligned to. • Tier Locations • If you meet the criteria of the job requirements, we encourage you to apply. Our Talent Acquisition team can answer any salary-related questions you may have during the process. • HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world’s largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024). • HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world’s top organizations. • HackerOne Values • HackerOne Values • HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability. • Customer Obsessed • Default to Disclosure • Win Together • Lead Account Executive, Commercial • Remote Location: Atlanta, Georgia • Health (medical, vision, dental), life, and disability insurance* • Equity stock options • Retirement plans • Paid public holidays and unlimited PTO • Paid maternity and parental leave • Leaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act) • Employee Assistance Program • Eligibility may differ by country • We're committed to building a global team! For certain roles outside the United States, India, the U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR). • Visa/work permit sponsorship is not available. • Employment at HackerOne is contingent on a background check.
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