Senior Account Executive, Strategic Accounts

HackerOne is the global leader in human-powered security, harnessing the creativity of the world's largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

As a Senior Account Executive, Strategic Accounts at HackerOne, you will play a pivotal role in driving growth and expansion within our existing customer base. Leveraging your sales expertise and strategic mindset, you will identify opportunities to expand our footprint, foster long-term partnerships, and deliver exceptional value through our cybersecurity solutions. This is an exciting opportunity to shape customer success while contributing to the continued growth of HackerOne.

Our mission is to empower organizations to protect their digital assets by connecting them with ethical hackers and security experts through our innovative platform. As a Senior Account Executive focused on Strategic Accounts, you will be instrumental in achieving this mission by nurturing existing client relationships, identifying upsell and cross-sell opportunities, and ensuring customers maximize the value of our solutions.

At HackerOne, we embrace a Flexible Work approach, enabling our team members to work remotely while maintaining productivity and collaboration. We are seeking candidates located in the United States (preferably within the West Coast) to facilitate occasional in-person interactions as needed. While the position is primarily remote, there will be periodic in-person requirements to support team collaboration and foster stronger connections. This approach ensures flexibility while providing opportunities to build meaningful in-person relationships that strengthen our team and company culture.

• Lead the full sales cycle for current customer accounts, focusing on expansion opportunities and revenue growth.

• Develop and execute comprehensive account plans to deepen relationships, increase adoption, and drive retention within strategic accounts.

• Collaborate closely with Customer Success, Product, Marketing, and Partner teams to ensure seamless customer experiences and long-term success.

• Identify customer needs, challenges, and goals, positioning HackerOne's solutions as strategic drivers of their cybersecurity programs.

• Act as a trusted advisor, maintaining regular touchpoints and ensuring continuous value delivery for key customers.

• Mentor and support junior sales team members by sharing best practices and insights from account management.

• Stay informed about industry trends, competitive landscape, and customer environments to maintain a strategic edge.

• 6+ years of experience in software or technology sales, with at least 3 years selling into enterprise accounts.

• Proven success in account management, upselling, and expanding existing customer relationships.

• Previous experience selling in the cybersecurity field, with a strong understanding of technical audiences.

• Excellent presentation, communication, and stakeholder engagement skills, with the ability to influence at all organizational levels.

• Demonstrated ability to develop and execute strategic account plans, driving measurable growth.

• Team-oriented mindset with experience collaborating across cross-functional teams.

• Proficiency with CRM tools, such as Salesforce, and strong organizational and time management skills.

• Leadership abilities, including mentoring peers and fostering a collaborative sales culture.

• Experience with channel-based selling motions and partner engagement.

• Familiarity with Force Management/Command of the Message methodologies.

• Strong strategic thinking and problem-solving skills, with a focus on customer success and business outcomes.

Compensation Bands:
Tier Guide

• Tier A$127K - $143K * Offers Equity * $127K - $143K Commission

• Tier B$114K - $143K * Offers Equity * $114K - $143K Commission

• Tier C$108K - $135K * Offers Equity * $108K - $135K Commission

#LI-Remote

#LI-KM1

• 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

• Flexible Work Stipend

*Eligibility may differ by country

We are a Circle Back Initiative Employer and commit to responding to every applicant.

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.

Compensation Range: $108K - $143K