Senior Account Executive, Commercial

HackerOne

3d•Remote

About The Position

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, 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. At HackerOne, our mission is to empower the world to build a safer internet. As a Senior Account Executive, Commercial, you will play a critical role in expanding access to human-powered security by helping organizations adopt HackerOne’s Attack Resistance Platform. In this role, you will own the full commercial sales cycle, build trusted relationships with security and technology leaders, and drive meaningful revenue growth. You’ll operate with autonomy, influence deal strategy, and partner closely across teams to deliver customer outcomes that reduce risk and strengthen trust.

Requirements

2+ years of experience in software or technology sales, including experience selling to technical buyers; enterprise exposure preferred
Proven track record of consistently meeting or exceeding sales quotas in a consultative sales environment
Experience using CRM systems (e.g., Salesforce) and sales analytics to manage pipeline and performance
Strong ability to articulate technical and business value to a range of stakeholders
Must be located in the Northeastern United States (New York City, New Jersey, Massachusetts, Michigan, Ohio, and Pennsylvania)

Nice To Haves

Experience selling cybersecurity, SaaS, or developer-focused platforms
Familiarity with channel-based selling motions and partner co-selling
Experience with Force Management or Command of the Message methodologies
Demonstrated ability to build and execute strategic account plans

Responsibilities

Own the end-to-end commercial sales cycle from prospecting through close, consistently delivering against revenue targets while maintaining accountability and follow-through (Change Agility).
Apply Data-Driven Decision Making to manage pipeline health, forecast accurately, prioritize opportunities, and evaluate deal risk using CRM insights, customer signals, and performance metrics.
Use First Principles Problem Solving to deeply understand customer security challenges, break down complex buying scenarios, and clearly articulate differentiated value grounded in customer outcomes.
Demonstrate Change Agility by adapting quickly to evolving customer needs, product capabilities, territory dynamics, and market conditions while maintaining momentum and clarity.
Develop and execute strategic account plans that expand HackerOne’s footprint within existing customers and drive new logo acquisition across the commercial segment.
Partner cross-functionally with Sales Engineering, Marketing, Product, and Customer Success to deliver a cohesive customer experience from initial engagement through long-term value realization.
Collaborate with Channel Partners in your territory to identify, develop, and co-sell opportunities, adjusting engagement models as partner strategies and market dynamics evolve.
Leverage an AI First mindset by thoughtfully using AI-powered tools to improve prospecting, account research, deal preparation, and overall sales efficiency while exercising sound judgment and responsible use.

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
Flexible Work Stipend

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