Senior Account Executive, Strategic Accounts

HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world’s largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024). HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward‑thinking companies that want to build trust and resilience in a world where AI‑driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best‑in‑class AI‑powered platform, trusted by the world’s top organizations. HackerOne Values HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability. Senior Account Executive, Strategic Accounts Remote Location: San Francisco Bay Area; San Diego, CA; Los Angeles, CA; and Phoenix, AZ Position Summary At HackerOne, we empower organizations to safeguard their digital assets by combining an AI‑enabled platform with the ingenuity of the world’s largest community of security researchers. As a Senior Account Executive, Strategic Accounts, you will deepen relationships within some of our most important customers and accelerate adoption of offensive security as a strategic advantage. In this role, you will drive expansion opportunities across existing enterprise customers—helping security leaders maximize value, improve maturity, and proactively address emerging risks. You’ll work cross‑functionally with Customer Success, Product, Sales Engineering, Marketing, and Channel teams to deliver outcomes that strengthen long‑term partnerships and contribute directly to HackerOne’s growth. HackerOne embraces a Flexible Work model—this remote role is targeted for candidates within ~50 miles of the listed locations to support meaningful, periodic in‑person collaboration while maintaining the benefits of remote work. Primary Responsibilities Develop and execute strategic account plans grounded in First Principles Problem Solving , identifying core customer challenges, expansion pathways, and long‑term growth opportunities within top strategic accounts. Drive expansion cycles within existing customers, applying Data‑Driven Decision Making to assess account health, track usage signals, and prioritize actions that lift adoption and revenue. Partner closely with Customer Success, Product, Sales Engineering, Marketing, and Channel teams to deliver a coordinated experience and expand HackerOne’s footprint across business units. Apply an AI‑First approach to research, prospecting, pipeline management, and customer engagement to improve efficiency, precision, and value delivery. Demonstrate Change Agility by adapting quickly to evolving customer priorities, market conditions, and product innovations—translating shifts into action for your accounts. Lead high‑impact executive conversations, guiding CISOs, security leaders, and technical stakeholders on how HackerOne’s platform enables proactive, scalable security outcomes. Ensure continuous account value realization through regular executive business reviews, alignment on success criteria, and clear communication of impact and next‑step opportunities. Contribute to team learning by sharing best practices, account insights, and repeatable approaches that strengthen Strategic Accounts sales motions across the organization. Minimum Qualifications 6+ years of software or technology sales experience, including 3+ years selling into enterprise or strategic accounts. Proven success leading expansion, upsell, and cross‑sell motions within existing customer accounts. Demonstrated ability to build and execute strategic account plans that influence senior executives and drive measurable growth. Strong presentation skills, executive presence, and command of complex stakeholder environments. Demonstrated coachability and continuous learning mindset. Preferred Qualifications Experience selling cybersecurity or security‑adjacent solutions into technical audiences. Experience with channel‑based selling motions and partner engagement. Familiarity with Force Management/Command of the Message methodologies. Leadership abilities, including mentoring peers and fostering a collaborative sales culture. Compensation Compensation Bands: Tier Guide Tier A $143K – $174K • Offers Equity • Offers Commission Tier B $128K – $157K • Offers Equity • Offers Commission Tier C $121K – $148K • Offers Equity • Offers Commission #LI-Remote #LI-KM1 Job 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 Flexible Work Stipend *Eligibility may differ by country We're committed to building a global team For certain roles outside the United States, India, the U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR). Visa/work permit sponsorship is not available. 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. #J-18808-Ljbffr