Senior Account Executive, EMEA Enterprise

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. SENIOR ACCOUNT EXECUTIVE, EMEA ENTERPRISE REMOTE LOCATION: LONDON, UK POSITION SUMMARY HackerOne is a global leader in offensive security solutions. Our HackerOne Platform combines AI with the ingenuity of the largest community of security researchers to find and fix security, privacy, and AI vulnerabilities across the software development lifecycle. The platform offers bug bounty, vulnerability disclosure, pentesting, AI red teaming, and code security. We are trusted by industry leaders including Anthropic, Crypto.com http://Crypto.com, General Motors, GitHub, Goldman Sachs, Uber, and the U.S. Department of Defense. As a Senior Account Executive, EMEA Enterprise, you will play a critical role in accelerating HackerOne’s growth across some of the largest and most complex organizations in the EMEA region. You will own strategic new business acquisition efforts, partnering with senior security, technology, and business leaders to help them reduce risk and strengthen their security posture through the power of human-powered security and AI-enabled solutions. 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. Reflecting this philosophy, this is a remote role targeted for candidates within ~75 kilometers of London. We believe this balance of proximity and flexibility gives Hackeronies the chance to occasionally come together – fostering collaboration, connection, and in-person moments that enrich our culture – while still preserving the benefits of remote work. WHAT YOU WILL DO Success in the Senior Account Executive, EMEA Enterprise role will be accomplished by delivering on the responsibilities below in alignment with the Values and Principles that define how we work at HackerOne. - Drive enterprise revenue growth by developing and executing strategic territory and account plans, prospecting into FTSE 250 and other large enterprise organizations, and closing high-value new business opportunities. - Demonstrate AI First by leveraging AI-powered tools and technologies to improve prospecting effectiveness, account research, customer engagement, pipeline management, and sales productivity. - Apply First Principles Problem Solving to understand customer business challenges, security objectives, and risk management priorities, building tailored solutions that align HackerOne’s platform capabilities with customer outcomes. - Utilize Data-Driven Decision Making to manage pipeline health, forecast accurately, identify growth opportunities, and continuously optimize sales strategies using Salesforce, MEDDPICC, Command of the Message, and other sales methodologies. - Practice Change Agility by adapting quickly to evolving cybersecurity market dynamics, customer priorities, competitive landscapes, and organizational initiatives while maintaining momentum toward revenue objectives. - Build trusted relationships with C-level executives, security leaders, procurement teams, and other stakeholders to navigate complex buying processes and drive consensus across large enterprise accounts. - Deliver compelling virtual and in-person presentations, demonstrations, and executive business discussions that clearly articulate HackerOne’s value proposition and business impact. - Collaborate cross-functionally with Sales Engineering, Marketing, Customer Success, Product, and Partner teams to ensure successful customer acquisition, onboarding, and long-term account growth. MINIMUM QUALIFICATIONS - 5+ years of enterprise software, SaaS, or cybersecurity sales experience, including success selling into large and complex enterprise organizations. - Demonstrated success exceeding quota through new business acquisition in a fast-paced, high-growth sales environment. - Experience managing complex enterprise sales cycles involving multiple stakeholders, executive sponsors, procurement processes, and contract negotiations. - Strong communication, presentation, and consultative selling skills, with the ability to translate technical solutions into business value for executive audiences. PREFERRED QUALIFICATIONS - Experience selling cybersecurity, offensive security, vulnerability management, risk management, or adjacent security solutions. - Experience working with channel partners, strategic alliances, and indirect sales motions. - Proficiency with Salesforce CRM and modern sales engagement technologies. - Demonstrated experience using AI-powered tools to improve sales productivity, research, customer engagement, or pipeline generation. UK Tier Compensation: £100k Base, £200k OTE #LI-KM1 #LI-Remote 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.