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HackerOne is a global leader in Continuous Threat Exposure Management (CTEM), combining AI-powered platform capabilities with the world's largest community of security researchers. The company helps enterprises continuously discover, validate, prioritize, and remediate security exposures across code, cloud, and AI systems. Trusted by industry leaders including Anthropic, Goldman Sachs, Uber, and the U.S. Department of Defense, HackerOne delivers measurable cyber risk reduction through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security.
As a Lead Account Executive, Commercial, you will own the full sales cycle for commercial and mid-market customers, from prospecting through contract execution. You'll develop trusted relationships with security and technology leaders, applying consultative, outcome-focused approaches to help organizations strengthen their security posture. Success requires consistently achieving or exceeding revenue goals while demonstrating agility in response to evolving customer priorities, competitive dynamics, and market conditions.
Key responsibilities include: owning complex sales opportunities and developing strategic account plans to expand customer relationships; applying data-driven decision-making to develop territory strategies, prioritize opportunities, and maintain accurate forecasts using CRM insights and pipeline analytics; using first-principles problem-solving to understand customer security challenges and position HackerOne solutions around measurable business outcomes; leveraging AI-powered tools to improve prospecting, account planning, and sales productivity; and partnering closely with Sales Engineering, Customer Success, Marketing, Product, Revenue Operations, and channel partners to deliver seamless customer journeys.
You'll collaborate with channel and technology partners to identify and execute co-selling opportunities, share customer insights and sales best practices with peers, and contribute to a high-performing sales organization. The role operates with high autonomy while fostering cross-functional collaboration.
Minimum qualifications: 5+ years of quota-carrying SaaS or technology sales experience, including selling to technical buyers in commercial or mid-market accounts; consistent track record of meeting or exceeding sales quotas in consultative environments; experience managing complex sales cycles, pipeline forecasting, and opportunity progression using Salesforce or comparable CRM platforms; strong executive communication, negotiation, and presentation skills.
Preferred qualifications include experience selling cybersecurity, cloud security, SaaS, developer, infrastructure, or offensive security platforms; developing strategic account plans that drive customer expansion and multi-threaded relationships; working with channel partners or partner-led sales motions; and familiarity with enterprise sales methodologies such as Force Management, Command of the Message, MEDDPICC, or Challenger.
