Lead Account Executive, Commercial

About the role

As a Lead Account Executive, Commercial, you will play a vital role in helping organizations improve their security posture by promoting and selling HackerOne's AI-powered Attack Resistance Platform to commercial clients. This position involves managing the entire sales process for complex and high-value opportunities, building and nurturing trusted relationships with security and technology decision-makers within target organizations, and guiding customers through their security challenges with a consultative, results-driven approach. You will be responsible for understanding customer needs, presenting tailored solutions, and closing deals that contribute to HackerOne's growth and market expansion. The role requires a proactive, strategic mindset, excellent communication skills, and the ability to navigate intricate sales cycles while collaborating effectively with internal teams to deliver a seamless customer experience.

Key facts

What you'll do

• Manage the entire commercial sales cycle from initial prospecting and lead qualification through to contract negotiation and closing, ensuring consistent achievement or surpassing of revenue targets.
• Develop a deep understanding of customer security needs, challenges, and objectives to position HackerOne's AI-powered Attack Resistance Platform as the optimal solution.
• Quickly adapt to changing customer requirements, market conditions, product innovations, and competitive landscapes to refine sales strategies and maximize opportunities.
• Leverage data insights from CRM systems, pipeline analytics, and customer feedback to develop comprehensive territory and account strategies, prioritize opportunities effectively, and maintain accurate, up-to-date sales forecasts.
• Conduct detailed needs assessments with potential clients, applying problem-solving techniques to identify root causes of security issues, and demonstrating how HackerOne's solutions can deliver measurable business value.
• Use AI-powered tools and platforms to enhance prospecting efforts, streamline account planning, conduct in-depth customer research, and improve engagement and forecasting accuracy.
• Create and execute strategic account plans aimed at expanding existing customer relationships, identifying new business opportunities, and increasing HackerOne's market penetration within targeted segments.
• Collaborate closely with cross-functional teams including Sales Engineering, Customer Success, Marketing, Product, Revenue Operations, and Legal to ensure a smooth and positive customer journey from initial contact through post-sale support.
• Work with channel partners and technology alliances to identify co-selling opportunities, develop joint strategies, and execute initiatives that maximize customer results and accelerate revenue growth.
• Share market intelligence, customer insights, and sales best practices with colleagues to foster a collaborative, high-performance sales culture and continuously improve team effectiveness.
• Maintain a thorough understanding of HackerOne's product offerings, industry trends, and competitive positioning to effectively communicate value propositions and differentiate HackerOne in the marketplace.
• Participate in regular sales training, product updates, and strategic planning sessions to stay aligned with company goals and ensure ongoing professional development.

Requirements

• A minimum of 5 years of quota-carrying experience in SaaS or technology sales, with a proven track record of selling complex solutions to technical buyers within mid-market or commercial accounts.
• Demonstrated success in consistently meeting or exceeding sales quotas in a consultative, solution-oriented sales environment.
• Experience managing long and complex sales cycles, including pipeline development, opportunity management, and accurate forecasting using CRM platforms such as Salesforce or similar tools.
• Strong communication, negotiation, and presentation skills, with the ability to articulate technical and business value clearly to diverse stakeholders, including C-level executives, security teams, and technical staff.
• Ability to develop and execute strategic account plans that foster customer expansion, multi-threaded relationships, and long-term revenue growth.
• Adept at navigating complex buying processes, understanding customer security challenges, and aligning solutions with measurable business outcomes.
• Self-motivated and proactive, with excellent organizational skills and the ability to work independently in a fast-paced environment.
• Familiarity with security or SaaS products, and a strong interest in cybersecurity, is advantageous but not mandatory.
• Ability to collaborate effectively across teams and build strong internal and external relationships to drive results.

Nice to have

• Experience selling cybersecurity, cloud security, SaaS, developer tools, infrastructure, or offensive security platforms.
• Background in developing strategic account plans that lead to customer expansion, multi-threaded relationships, and sustained revenue growth.
• Experience working with channel partners, strategic alliances, or partner-led sales initiatives to expand market reach.
• Knowledge of enterprise sales methodologies such as MEDDPICC, Challenger, Force Management, Command of the Message, or similar frameworks.
• Familiarity with the latest trends and innovations in cybersecurity and SaaS industries.
• Previous experience working in high-growth technology companies or startups.

Skills & tools

• Salesforce (or comparable CRM platform)
• Strong analytical skills to interpret data and develop strategic plans
• Excellent communication, negotiation, and interpersonal skills
• Ability to leverage AI-powered tools for prospecting, account planning, and forecasting

Practical notes

• This is an on-site position based in Chicago.
• 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.
• Visa or work permit sponsorship is not available for this role.
• Employment is contingent upon passing a background check.
• The role requires on-site presence at the Chicago office, with no remote or hybrid options specified.