Lead Account Executive, Commercial

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $98.6k - $147.9k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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HackerOne

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2012

💼 Consulting

🏥 Healthcare

📦 Logistics

💰 $49M Series E on 2022-01

Consulting • Healthcare • Logistics

HackerOne is a platform that connects businesses with ethical hackers to identify and fix security vulnerabilities. It offers services like bug bounty programs, pentest as a service, continuous security testing, vulnerability disclosure programs, AI safety and security testing, and application and cloud security. HackerOne engages a global community of ethical hackers who help businesses secure their digital assets by finding and addressing vulnerabilities. By leveraging both human and AI resources, HackerOne aims to outmatch cybercriminals and enhance security for various sectors, including automotive, financial services, government, healthcare, and retail. The company also provides educational resources, such as Hacker101, to train and develop the skills of people interested in cybersecurity.

📋 Description

• 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.

🎯 Requirements

• 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. • 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.

🏖️ 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