Lead Account Executive, Commercial

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

📋 Description

• Take ownership of the entire commercial sales cycle—from identifying prospects to executing contracts—while consistently meeting or surpassing revenue targets and demonstrating Change Agility by swiftly adapting to shifting customer priorities, competitive landscapes, product innovations, and market conditions.

• Implement Data-Driven Decision Making to formulate territory strategies, prioritize opportunities, maintain precise forecasts, and make informed decisions using insights from CRM, 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 utilizing AI-driven tools to enhance prospecting, account planning, customer research, engagement, forecasting, and overall sales productivity while exercising sound judgment and responsible usage.

• Create and implement strategic account plans to deepen existing customer relationships, generate new business opportunities, and elevate HackerOne’s presence within the commercial market.

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

• Collaborate with channel and technology partners to identify, develop, and implement co-selling opportunities that maximize customer outcomes and expedite revenue growth.

• Share customer insights, sales best practices, and market intelligence with colleagues while contributing to a collaborative, 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 consistently 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.

• Exceptional executive communication, negotiation, and presentation skills, with the ability to articulate both technical and business value across various stakeholder groups.

• Background in selling cybersecurity, cloud security, SaaS, developer tools, infrastructure, or offensive security platforms.

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

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

• Knowledge of Force Management, Command of the Message, MEDDPICC, Challenger, or 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