Lead Account Executive, Commercial, Central

Job description

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 http://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 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. LEAD ACCOUNT EXECUTIVE, COMMERCIAL REMOTE LOCATION: CHICAGO, IL POSITION SUMMARY At HackerOne, our mission is to empower the world to build a safer internet. As a Lead Account Executive, Commercial, you will help organizations strengthen their security posture by introducing HackerOne’s AI-powered Attack Resistance Platform to commercial customers. You’ll own complex sales opportunities, develop trusted relationships with security and technology leaders, and help customers solve critical security challenges through a consultative, outcome-focused approach. At HackerOne, we embrace a Flexible Work approach that gives us the freedom to do our best work while also fostering the connections and community that make us stronger. In this role, you’ll operate with a high degree of autonomy while collaborating closely with Sales Engineering, Customer Success, Marketing, Product, Revenue Operations, Legal, and Channel Partners to drive predictable revenue growth, expand customer adoption, and deliver long-term customer value. WHAT YOU WILL DO 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. - 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. - Apply Data-Driven Decision Making to develop territory strategies, prioritize opportunities, maintain accurate forecasts, and drive informed decisions using CRM insights, pipeline analytics, customer signals, and business metrics. - 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. - 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. - 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. - Share customer insights, sales best practices, and market intelligence with peers while contributing to a collaborative, high-performing sales organization. MINIMUM QUALIFICATIONS - 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. PREFERRED QUALIFICATIONS - 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. #LI-Remote #LI-KM1 JOB BENEFITS: - 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 https://remote.com/preemployment-faq as our Employer of Record (EOR). Visa/work permit sponsorship is not available. Employment at HackerOne is contingent on a background check. HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws. This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time. For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.