Lead Account Executive, Commercial

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Take ownership of the entire commercial sales cycle—from prospecting to contract execution—regularly achieving or surpassing revenue targets while showing Change Agility by swiftly adapting to changing customer priorities, competitive landscapes, product innovations, and market trends.

• Utilize Data-Driven Decision Making to craft territory strategies, prioritize opportunities, maintain precise forecasts, and make informed decisions leveraging CRM insights, pipeline analytics, customer signals, and business metrics.

• Employ First Principles Problem Solving to comprehend customer security challenges, identify root causes, navigate intricate buying processes, and position HackerOne’s solutions based on measurable business outcomes.

• Exhibit an AI Native mindset by using AI-driven tools to enhance prospecting, account planning, customer research, customer engagement, forecasting, and overall sales effectiveness while applying sound judgment and responsible practices.

• Create and implement strategic account plans to strengthen existing customer relationships, generate new business prospects, and boost HackerOne’s visibility in the commercial market.

• Collaborate closely with Sales Engineering, Customer Success, Marketing, Product, Revenue Operations, Legal, and other cross-functional teams to ensure a smooth customer journey from initial contact to long-term customer adoption and value realization.

• Work together with channel and technology partners to identify, develop, and execute co-selling opportunities that optimize customer results and accelerate revenue growth.

• Share customer insights, sales best practices, and market intelligence with colleagues while contributing to a collaborative and high-performing sales organization.

⛳️ Requirements

• Over 5 years of quota-carrying experience in SaaS or technology sales, including experience selling to technical buyers within commercial or mid-market accounts.

• Proven track record of achieving or exceeding sales quotas in a consultative, solution-driven sales environment.

• Experience managing complex sales cycles, pipeline forecasting, and opportunity progression using Salesforce or similar CRM systems.

• Exceptional executive communication, negotiation, and presentation skills, capable of articulating both technical and business value to multiple stakeholder groups.

• Preferred Qualifications: Background in selling cybersecurity, cloud security, SaaS, developer, infrastructure, or offensive security platforms.

• Experience in developing strategic account plans that promote customer expansion, multi-threaded relationships, and long-term revenue growth.

• Familiarity with working alongside channel partners, strategic alliances, or partner-led sales strategies.

• Knowledge of Force Management, Command of the Message, MEDDPICC, Challenger, or other similar enterprise sales methodologies.

🏝️ Benefits

• Health (medical, vision, dental), life, and disability insurance*

• Equity stock options

• Retirement plans

• Paid public holidays and unlimited PTO

• Paid maternity and parental leave

• Leaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act)

• Employee Assistance Program