Lead Account Executive, Commercial

At HackerOne, a global leader in Continuous Threat Exposure Management (CTEM), the mission is to empower the world to build a safer internet. The Lead Account Executive, Commercial will introduce HackerOne’s AI-powered Attack Resistance Platform to commercial customers, helping organizations strengthen their security posture.

This role involves owning complex sales opportunities, developing trusted relationships with security and technology leaders, and solving critical security challenges through a consultative, outcome-focused approach. The position operates 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.

Key Responsibilities:

• Own the full commercial sales cycle—from prospecting through contract execution—consistently achieving or exceeding revenue goals while demonstrating Change Agility in evolving market conditions.
• Apply Data-Driven Decision Making to develop territory strategies, prioritize opportunities, and maintain accurate forecasts using CRM insights and business metrics.
• Use First Principles Problem Solving to understand customer security challenges, uncover root causes, and position HackerOne’s solutions around measurable business outcomes.
• Leverage an AI Native mindset to improve prospecting, account planning, customer research, engagement, forecasting, and overall sales productivity.
• Develop and execute strategic account plans to expand existing customer relationships and generate new business opportunities.
• Partner with cross-functional teams to deliver a seamless customer journey from engagement to long-term adoption.
• Collaborate with channel and technology partners to identify and execute co-selling opportunities.
• Share customer insights and sales best practices with peers to contribute to a collaborative, high-performing sales organization.

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 to articulate both technical and business value across multiple stakeholder groups.

Preferred Qualifications:

• Experience selling cybersecurity, cloud security, SaaS, developer, infrastructure, or offensive security platforms.
• Experience developing strategic account plans that drive customer expansion and long-term revenue growth.
• Experience working with channel partners or partner-led sales motions.
• Familiarity with enterprise sales methodologies such as Force Management, MEDDPICC, or Challenger.