Lead Account Executive, Commercial

About the role

As a Lead Account Executive, Commercial, you will empower organizations to enhance their security by introducing HackerOne's AI-powered Attack Resistance Platform to commercial clients. This role involves managing intricate sales opportunities, cultivating trusted relationships with security and technology leaders, and guiding customers to resolve critical security challenges through a consultative, results-oriented approach.

Key facts

What you'll do

• Manage the entire commercial sales cycle, from initial prospecting to contract signing, consistently meeting or surpassing revenue targets.
• Adapt quickly to changing customer needs, competitive landscapes, product innovations, and market shifts.
• Utilize data insights from CRM, pipeline analytics, and customer feedback to develop territory strategies, prioritize opportunities, and maintain accurate forecasts.
• Apply problem-solving techniques to understand customer security issues, identify root causes, navigate complex buying processes, and align HackerOne's solutions with measurable business outcomes.
• Use AI-powered tools to improve prospecting, account planning, customer research, engagement, forecasting, and overall sales productivity.
• Create and implement strategic account plans to expand existing customer relationships, generate new business, and increase HackerOne's market presence.
• Collaborate with Sales Engineering, Customer Success, Marketing, Product, Revenue Operations, and Legal teams to ensure a smooth customer experience.
• Work with channel and technology partners to find, develop, and execute co-selling opportunities that maximize customer results and accelerate revenue growth.
• Share customer insights, sales best practices, and market intelligence with colleagues to contribute to a collaborative and high-performing sales organization.

Requirements

• 5+ years of quota-carrying experience in SaaS or technology sales, including selling to technical buyers within commercial or mid-market accounts.
• A consistent history of meeting or exceeding sales quotas in a consultative, solution-oriented sales environment.
• Experience managing complex sales cycles, pipeline forecasting, and opportunity progression using Salesforce or similar CRM platforms.
• Strong communication, negotiation, and presentation skills for articulating technical and business value to various stakeholders.

Nice to have

• Experience selling cybersecurity, cloud security, SaaS, developer, infrastructure, or offensive security platforms.
• Experience developing strategic account plans that drive customer expansion, multi-threaded relationships, and long-term revenue growth.
• Experience working with channel partners, strategic alliances, or partner-led sales motions.
• Familiarity with Force Management, Command of the Message, MEDDPICC, Challenger, or similar enterprise sales methodologies.

Skills & tools

• Salesforce (or comparable CRM)

Practical notes

• This is a remote position.
• 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/work permit sponsorship is not available for this role.
• Employment is contingent on a background check.