Senior Account Executive, EMEA Commercial

About the role

The role centers on owning the full commercial sales cycle for designated EMEA accounts, driving predictable revenue growth through a consultative and outcome-focused approach. You will develop trusted relationships with security and technology leaders, guiding organizations to strengthen their security posture using HackerOne's platform. Success requires applying data-driven decision making to manage territory strategy and prioritize opportunities based on clear business metrics. You will utilize first principles problem solving to uncover root customer challenges and position solutions around measurable outcomes. The position demands change agility to adapt quickly to evolving priorities, competitive dynamics, and product innovation. Collaboration with cross-functional teams is essential to deliver a seamless customer journey from initial engagement to long-term adoption. You will also partner with channel and technology partners to co-sell opportunities and maximize mutual success, demonstrating an AI native mindset in all customer interactions.

Key facts

What you'll do

Apply data-driven decision making to manage territory strategy, 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 change agility by adapting quickly to evolving customer priorities, competitive dynamics, product innovation, and market conditions while maintaining execution focus and sales momentum.

Own the full commercial sales cycle - from prospecting through contract execution - consistently achieving or exceeding revenue goals while maintaining strong pipeline discipline and delivering exceptional customer experiences.

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, and other cross-functional teams to deliver a seamless customer journey from initial engagement through long-term adoption and value realization.

Collaborate with channel and technology partners to identify, develop, and co-sell opportunities while adapting engagement strategies to maximize mutual success.

Demonstrate an AI native mindset by leveraging agentic AI solutions to enhance security research, validation, and exposure management for customer initiatives.

Champion Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability in all customer and partner interactions.

Enable Win Together outcomes by fostering empowerment, inclusion, respect, and accountability across internal stakeholders and external partners.

Requirements

You must reside in, or be willing to relocate to, within ~75 km of London, ensuring reliable access to the region for in-person collaboration when needed.

You bring experience owning and executing against a full commercial sales cycle in a enterprise software environment.

You possess a proven track record of achieving or exceeding revenue goals through disciplined pipeline management and consistent execution.

You demonstrate strong capabilities in data-driven decision making, utilizing CRM insights, pipeline analytics, and customer signals to guide your strategies.

You apply first principles problem solving to navigate complex buying processes and uncover root causes in customer environments.

You exhibit change agility, adapting quickly to shifting priorities, competitive dynamics, and product innovation without losing execution focus.

You communicate effectively with security and technology leaders, articulating value around measurable business outcomes and return on investment.

You collaborate successfully with cross-functional teams, including sales engineering, customer success, marketing, product, and channel partners, to deliver seamless customer experiences.

Practical notes

This is a remote role targeted for candidates within ~75 km of London.

You will operate under a flexible work approach that balances proximity and flexibility, allowing for occasional in-person collaboration to foster connection and culture.

The position aligns with HackerOne's mission to empower the world to build a safer internet through continuous threat exposure management.