Senior Account Executive, NA Enterprise (San Francisco)

HackerOne is the global leader in human-powered security, harnessing the creativity of the world's largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

Position Summary

HackerOne has been leading the Hacker-Powered Security category for years. Now, Hackerone is driving its platform strategy and enterprise GTM model forward. We are looking for a relationship building and highly motivated Sr. Account Executive to help us.

The Sr. Account Executive will focus on new business bookings within our Enterprise segment (greenfield accounts with revenues over $500 M) through the creation of sales leads, establishing ongoing rapport and closing business. The ideal candidate will have strong technical knowledge, shown success in operating with complex sales cycles, and experience selling cybersecurity solutions.

HackerOne offers a clear career path with plenty of opportunities to learn and grow. This position will report to the Director of North America Enterprise Sales. Must be located in the San Francisco bay area.

If you are looking for a role with significant impact across an organization, and the opportunity to shape the future of cybersecurity, then this position is for you!

What You Will Do

• Drive revenue growth through prospecting, qualifying leads, and closing deals with new clients within our Enterprise segment.
• Develop and maintain strong relationships with key decision-makers within target accounts in the San Francisco bay area territory.
• Meet and exceed monthly, quarterly and annual sales quotas.
• Conduct online and in person presentations and demonstrations of the HackerOne platform.
• Understand a prospect's needs and challenges to effectively communicate how HackerOne will address those needs or help solve those challenges.
• Use Salesforce.com for lead, account, and opportunity management.
• Maintain an accurate monthly and quarterly sales forecast and strategic plan.
• Properly transition new customers to our Customer Success team.
• Bring your strategies, learnings, and ideas to advance HackerOne's values, unique culture, and vision for the future.
• Rapidly learn about Internet security, vulnerability coordination, and bug bounty programs.
• Develop and maintain strong relationships with key channel partners to drive sales and achieve revenue targets.
• Collaborate with cross-functional teams, including marketing, product management, and customer success, to ensure successful onboarding and implementation of new clients.
• Stay informed about industry trends, market dynamics, and competitive landscape to identify new opportunities and maintain a competitive edge.
• Onboarding at HackerOne: Sales Bootcamp, Command of the Message, MEDDPIC and Value Negotiation training.

Minimum Qualifications

• 7+ successful years of experience in B2B SaaS technology sales.
• Proven experience in selling cybersecurity solutions, specifically within the net new enterprise market.
• Demonstrated success managing complex and extended sales cycles, including multithreading and sales processes lasting over 8 months.
• Experience achieving sales targets through channel partners.
• Experience selling to C-suite leaders; understanding their business objectives and positioning solutions as key contributors to their success.
• Ability to manage a strong sales process using both in person and online presentation tools.
• Demonstrable experience over-performing (meeting or over-achieving quota) in a fast-paced, high-velocity sales environment.
• Adept at understanding and articulating new technologies, and mapping the respective value propositions to customer needs.
• Proactive and results-driven, with a strategic approach to developing and executing sales plans independently.
• Must be based remotely in the San Francisco bay area. HackerOne is a digital-first company. This model offers our employees flexibility in time and location. All employees must be able to work and excel in a remote environment.

Preferred Qualifications

• Experience working in an environment that uses Command of the message and MEDDPICC as their core sales methodologies.
• Experience selling into Fortune 500 companies.

Compensation Bands:
Tier Guide

Tier A: Base Salary of $126,000 - $175,300

Tier B: Base Salary of $113,400 - $160,000

#LI-Remote

#LI-KL1

We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).

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.

HackerOne Values

HackerOne commits to maintaining a strong, inclusive culture built for our employees and our community of hackers. We are driven by our five core values. We recognize that our mission is bigger than us, and therefore act with integrity at all times. As a team, we believe that transparency builds trust so we default to disclosure in our communications. Each individual executes with excellence, creating an environment of greater alignment and greater autonomy. We win as a team and respect all people to empower everyone to learn from each other, innovate, and grow.