Lead Account Executive, Commercial

Position Summary

At HackerOne, our mission is to empower the world to build a safer internet. As a Lead Account Executive, Commercial, you will help organizations strengthen their security posture by introducing HackerOne’s AI-powered Attack Resistance Platform to commercial customers. You’ll own complex sales opportunities, develop trusted relationships with security and technology leaders, and help customers solve critical security challenges through a consultative, outcome-focused approach.

At HackerOne, we embrace a Flexible Work approach that gives us the freedom to do our best work while also fostering the connections and community that make us stronger. In this role, you’ll operate with a high degree of autonomy while collaborating closely with Sales Engineering, Customer Success, Marketing, Product, Revenue Operations, Legal, and Channel Partners to drive predictable revenue growth, expand customer adoption, and deliver long-term customer value.

What You Will Do

Success in the Lead Account Executive, Commercial role will be accomplished by delivering on the responsibilities below in alignment with the Values and Talent Principles that define how we work at HackerOne.

• Own the full commercial sales cycle—from prospecting through contract execution—consistently achieving or exceeding revenue goals while demonstrating Change Agility by adapting quickly to evolving customer priorities, competitive dynamics, product innovation, and market conditions.

• Apply Data-Driven Decision Making to develop territory strategies, prioritize opportunities, maintain accurate forecasts, and drive informed decisions using CRM insights, pipeline analytics, customer signals, and business metrics.

• Use First Principles Problem Solving to understand customer security challenges, uncover root causes, navigate complex buying processes, and position HackerOne’s solutions around measurable business outcomes.

• Demonstrate an AI Native mindset by leveraging AI-powered tools to improve prospecting, account planning, customer research, customer engagement, forecasting, and overall sales productivity while exercising sound judgment and responsible use.

• Develop and execute strategic account plans to expand existing customer relationships, generate new business opportunities, and increase HackerOne’s presence across the commercial market.

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

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

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

Preferred Qualifications

• 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.

Minimum Qualifications

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

• Consistent track record 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 comparable CRM platforms.

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