Senior Account Executive, Enterprise

About the role

Join HackerOne as a Senior Account Executive and play a vital role in expanding the adoption of our cutting-edge AI-powered offensive security platform within enterprise markets. You will be responsible for managing the entire sales process for key enterprise accounts, guiding prospects from initial contact through to closing deals. This role requires a proactive approach to building relationships, understanding customer needs, and delivering tailored cybersecurity solutions that align with their business objectives. You will work closely with internal teams such as Marketing, Product Management, Sales Engineering, and Customer Success to ensure a seamless customer experience. Your efforts will directly contribute to HackerOne's growth and reputation as a leader in the cybersecurity industry, particularly in the areas of AI, Security, DevSecOps, and SaaS solutions.

Key facts

What you'll do

• Manage the entire sales cycle for enterprise accounts, including prospecting, qualifying leads, conducting product demonstrations, negotiating terms, and closing deals. You will be responsible for consistently meeting or exceeding your revenue targets within your assigned territory.
• Develop comprehensive account plans that focus on expanding existing customer relationships and identifying new business opportunities. Your strategic approach will help grow long-term revenue streams and strengthen HackerOne's presence in the enterprise cybersecurity market.
• Utilize AI-driven tools and automation platforms to streamline prospecting efforts, enhance account planning, improve customer engagement, and optimize forecasting accuracy. These tools will be integral in increasing sales efficiency and effectiveness.
• Analyze sales pipeline data, customer insights, and performance metrics to prioritize opportunities, allocate resources effectively, and refine your territory strategy. Data-driven decision-making will be key to maximizing your success.
• Build a deep understanding of customer business models, security challenges, and operational needs. Use this knowledge to craft customized cybersecurity solutions that deliver measurable business value, addressing both technical and executive-level concerns.
• Remain adaptable to changing market conditions, customer requirements, product innovations, and competitive pressures. Your ability to pivot quickly while maintaining a high level of execution will be essential.
• Collaborate closely with cross-functional teams including Marketing, Product Management, Sales Engineering, Customer Success, and Channel Partners to ensure a unified approach to customer engagement. Your efforts will help deliver an outstanding customer experience and foster long-term relationships.
• Share best practices, insights, and successful sales strategies with colleagues to foster a collaborative, high-performing sales environment. Your contributions will help improve team performance and drive collective success.
• Conduct regular follow-ups with prospects and clients to nurture relationships, address concerns, and identify opportunities for upselling or renewal. Your proactive communication will help secure ongoing revenue streams.
• Stay informed about industry trends, emerging security threats, and competitive offerings to position HackerOne's solutions effectively. Your market knowledge will enable you to articulate the unique value propositions of our platform.
• Participate in ongoing training and professional development initiatives to stay current with product updates, sales methodologies, and industry best practices. Your growth will support your success and the company's objectives.

Requirements

• Over 6 years of experience in a quota-carrying sales role selling SaaS or technology solutions, with a proven track record of meeting or exceeding sales targets.
• Extensive experience selling to enterprise organizations, with the ability to engage and influence technical decision-makers and C-level executives.
• Background in cybersecurity, application security, developer security, or related technology solutions, demonstrating a strong understanding of security concepts and industry standards.
• Demonstrated success managing complex sales opportunities, including navigating lengthy sales cycles and multiple stakeholder engagements.
• Proficiency with CRM platforms such as Salesforce or similar tools to manage sales pipelines, forecast revenue, and track customer interactions.
• Excellent communication and presentation skills, with the ability to influence both technical and non-technical audiences effectively.
• Strong analytical skills to interpret customer insights, sales data, and market trends, enabling strategic decision-making.
• Experience leveraging AI-powered tools and automation to enhance sales workflows, customer engagement, and territory planning.
• Ability to simplify complex technical challenges and develop consultative, outcome-focused solutions tailored to customer needs.
• Self-motivated, proactive, and capable of working independently within a fast-paced, dynamic environment.

Nice to have

• Experience working with channel partners and strategic alliances to expand market reach and drive joint sales initiatives.
• Familiarity with sales methodologies such as Force Management and/or Command of the Message, which focus on effective messaging and customer engagement.
• Background in selling security solutions related to Application Security, Developer Security, Offensive Security, or DevSecOps, with an understanding of their specific sales cycles and customer pain points.
• Proven ability to identify and execute complex enterprise account expansion opportunities, including upselling and cross-selling within existing clients.
• Knowledge of the cybersecurity landscape, including current threats, industry standards, and regulatory requirements, to better position HackerOne's offerings.

Skills & tools

• Salesforce (or comparable CRM platform) for managing sales pipelines and customer data.
• AI-powered sales tools to improve prospecting, engagement, and forecasting accuracy.

Practical notes

Visa or work permit sponsorship is not available for this role. Employment is contingent upon passing a background check. Benefits include health, life, and disability insurance, equity stock options, retirement plans, paid public holidays, unlimited paid time off, paid maternity and parental leave, and access to an Employee Assistance Program. The role is based on-site in Georgia, and candidates must be prepared to work from the office environment.