Lead Customer Account Executive, NA Enterprise

HackerOne's mission is to empower the world to build a safer internet. HackerOne is the global leader in human-powered security. We leverage human ingenuity to pinpoint the most critical security flaws across your attack surface to outmatch cybercriminals. HackerOne’s Attack Resistance Platform combines creative human intelligence with the latest artificial intelligence to help organizations reduce risk and transform their businesses with confidence.

Position Summary

Are you a seasoned and highly motivated professional with a proven track record in software or web technologies sales? If you are passionate about fostering robust customer relationships while driving new net business within the Enterprise segment, HackerOne has an exceptional opportunity for you! We are seeking a Lead Customer Account Executive to join our sales team as an individual contributor, focusing on net new revenue within existing customers.

Your primary responsibility will be to foster relationships with our valued existing customers, while strategically identifying opportunities for new business development within this vital market segment. The role offers a unique blend of customer relationship management and business expansion.

This is a remote position reporting to the Senior Manager of NA Growth Sales.

HackerOne is building a world class sales organization based on methodologies (Command of The Message & MEDDPIC) proven to drive success. We are company builders who aspire to grow both our own skills and the organizational know-how needed to scale our business.

Our mission, as the Customer Account Executive Team, is to expand existing customers to help them run a world class security program by leveraging our products, services and global army of hackers.

What You Will Do

• Onboarding at HackerOne: Sales Bootcamp, Command of the Message, MEDDPIC and Value Negotiation training

• Strategic Relationship Building: Foster and strengthen relationships with our valued existing customers, demonstrating a strategic approach to identify opportunities for new business development within the Mid-Market segment.

• Sales Leadership: Assume a leadership role in the sales cycle, from lead to close, ensuring a strong sales process using both in-person and online presentation tools.

• Sales Quota Excellence: Meet and exceed monthly, quarterly, and annual sales quotas, showcasing an over-performance track record in a fast-paced, high-velocity sales environment.

• Territory Development: Exhibit advanced territory development skills and the ability to generate and qualify customer leads.

• Presentation and Demonstration: Conduct compelling online and in-person presentations and demonstrations of the HackerOne platform.

• Strategic Collaboration: Work closely and collaboratively with Renewals Managers & Customer Success Managers to develop and implement appropriate strategic plans.

• Customer-Centric Approach: Understand customers' needs and challenges, effectively communicating how HackerOne addresses those needs or helps solve challenges.

• Salesforce Mastery: Utilize Salesforce for lead, account, and opportunity management, maintaining an accurate quarterly sales forecast.

• Continuous Learning: Rapidly learn about Internet security, vulnerability coordination, attack resistance management, and bug bounty programs.

• Leadership Contribution: Bring innovative strategies, learnings, and ideas to advance HackerOne's values, unique culture, and vision for the future.

• Presidents Club Recognition: Eligible for Presidents Club recognition for top performers.

Minimum Qualifications

• 7+ years of software or web technologies sales experience selling to a technical audience (experience in the Internet security market and/or SaaS a plus)

• Ability to manage a strong sales process using both in person and online presentation tools

• Demonstrable experience over-performing in a fast-paced, high-velocity sales environment

• Adept at understanding and articulating new technologies, and mapping the respective value propositions to customer needs

• Experience in working and leading virtual sales teams to close business

• Intellectually curious with a committed Customer mindset

• Embraces challenges and thrives in ambiguity

• Able to strategically map accounts and build value propositions

• Evidence of over-achievement in past experiences

• Security industry knowledge is not a requirement but a plus!

• Must be based remotely in Central or Eastern Timezone. HackerOne is a digital-first company. This model offers our employees flexibility in time and location. All employees must be able to work and excel in a remote environment.

Compensation Range

• Tier A Base Salary $153.6K – $192K • Offers Equity • Offers Commission

• Tier B Base Salary $136.1K – $170.1K • Offers Equity • Offers Commission

• Tier C Base Salary $128.5K – $160.7K • Offers Equity • Offers Commission

We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).

Employment at HackerOne is contingent on a background check.

HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws.

This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time.

For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.

HackerOne Values

HackerOne commits to maintaining a strong, inclusive culture built for our employees and our community of hackers. We are driven by our five core values. We recognize that our mission is bigger than us, and therefore act with integrity at all times. As a team, we believe that transparency builds trust so we default to disclosure in our communications. Each individual executes with excellence, creating an environment of greater alignment and greater autonomy. We win as a team and respect all people to empower everyone to learn from each other, innovate, and grow.