Senior Account Executive, Enterprise

About the role

Join HackerOne as a Senior Account Executive and drive the adoption of our AI-powered offensive security platform. You will manage the entire sales process for key enterprise accounts, from initial contact to closing deals. This role involves collaborating across various internal teams to ensure excellent customer results and contribute to HackerOne's growth.

Key facts

What you'll do

• Manage the complete sales cycle, from prospecting to negotiation and closing, consistently meeting or exceeding revenue goals for your territory.
• Create and implement strategic account plans to grow existing customer relationships, find new business, and increase long-term revenue.
• Utilize AI-driven tools and automation to enhance prospecting, account planning, customer engagement, forecasting, and overall sales efficiency.
• Make decisions based on data, using pipeline analytics, customer insights, and sales performance metrics to prioritize opportunities and refine territory strategy.
• Understand customer business and security issues deeply, identify root causes, and provide customized cybersecurity solutions that deliver measurable business value.
• Adapt quickly to changing customer needs, market conditions, product innovations, and competitive landscapes while maintaining consistent execution.
• Work closely with Marketing, Product Management, Sales Engineering, Customer Success, and Channel Partners to provide an outstanding customer experience and maximize long-term customer value.
• Share knowledge and best practices with colleagues, fostering a collaborative, high-performing sales organization and improving overall team performance.

Requirements

• Over 6 years of experience in a quota-carrying role selling SaaS or technology solutions.
• Experience selling to enterprise organizations and technical decision-makers.
• Background in selling cybersecurity, application security, developer security, or related technology solutions.
• Demonstrated history of consistently achieving or exceeding revenue targets in complex B2B sales environments.
• Experience managing intricate sales opportunities using Salesforce or a similar CRM platform.
• Strong executive communication and presentation abilities, with the capacity to influence both technical and business stakeholders.
• Proven ability to use customer insights and sales data to prioritize opportunities, guide decisions, and improve business outcomes.
• Experience using AI-powered tools to enhance sales workflows, customer engagement, forecasting, or territory planning.
• Capability to simplify complex customer challenges and develop consultative, outcome-focused solutions.

Nice to have

• Experience selling through channel partners and strategic alliance ecosystems.
• Familiarity with Force Management and/or Command of the Message sales methodologies.
• Experience selling Application Security, Developer Security, Offensive Security, or DevSecOps solutions.
• Experience identifying and executing complex enterprise account expansion opportunities.

Skills & tools

• Salesforce (or comparable CRM)
• AI-powered sales tools

Practical notes

Visa or work permit sponsorship is not available for this role. Employment is conditional upon a background check. Benefits include health, life, and disability insurance, equity stock options, retirement plans, paid public holidays, unlimited PTO, paid maternity and parental leave, and an Employee Assistance Program.