Senior Account Executive, Enterprise, Southeast

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, ENTERPRISE REMOTE LOCATION: SOUTHEAST US POSITION SUMMARY As a Senior Account Executive at HackerOne, you will play a critical role in expanding our business by helping organizations modernize their security programs through the industry’s leading AI-powered offensive security platform. You will own strategic customer relationships from prospecting through close while partnering across Sales, Marketing, Product, Customer Success, and Sales Engineering to deliver exceptional customer outcomes. Your expertise in enterprise sales and cybersecurity will directly contribute to HackerOne’s growth by helping customers reduce risk and build resilience through innovative security solutions. WHAT YOU WILL DO Success in the Senior Account Executive role will be accomplished by delivering on the responsibilities below in alignment with the Values and Principles that define how we work at HackerOne. - Own the full sales cycle from prospecting through negotiation and close, consistently achieving or exceeding revenue targets within your assigned territory. - Develop and execute strategic account plans to expand existing customer relationships, identify new business opportunities, and drive long-term revenue growth. - Apply AI Native by leveraging AI-powered tools and automation to improve prospecting, account planning, customer engagement, forecasting, and sales productivity. - Demonstrate Data-Driven Decision Making by using pipeline analytics, customer insights, and sales performance metrics to prioritize opportunities, improve forecast accuracy, and optimize territory strategy. - Practice First Principles Problem Solving by deeply understanding customer business and security challenges, identifying root causes, and delivering tailored cybersecurity solutions that create measurable business value. - Demonstrate Change Agility by adapting quickly to evolving customer priorities, market conditions, product innovation, and competitive dynamics while maintaining consistent execution. - Partner closely with Marketing, Product Management, Sales Engineering, Customer Success, and Channel Partners to deliver an exceptional customer experience and maximize long-term customer value. - Share knowledge and best practices with teammates, contributing to a collaborative, high-performing sales organization while continuing to raise the overall performance of the team. MINIMUM QUALIFICATIONS - 6+ years of quota-carrying experience selling SaaS or technology solutions, including experience selling to enterprise organizations and technical decision-makers. - Experience selling cybersecurity, application security, developer security, or related technology solutions. - Proven track record of consistently achieving or exceeding revenue targets in a complex B2B sales environment. - Experience managing complex sales opportunities using Salesforce or a comparable CRM platform. - Strong executive communication and presentation skills, with the ability to influence both technical and business stakeholders. - Demonstrated ability to use customer insights and sales data to prioritize opportunities, guide decision-making, and improve business outcomes. - Experience leveraging AI-powered tools to improve sales workflows, customer engagement, forecasting, or territory planning. - Ability to simplify complex customer challenges and develop consultative, outcome-focused solutions. PREFERRED QUALIFICATIONS - Experience selling through channel partners and strategic alliance ecosystems. - Experience with Force Management and/or Command of the Message sales methodologies. - Experience selling Application Security, Developer Security, Offensive Security, or DevSecOps solutions. - Experience identifying and executing complex enterprise account expansion opportunities. #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.