Senior Growth Account Executive, Commercial at Hackerone

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 [Upgrade to PRO to see link] 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 GROWTH ACCOUNT EXECUTIVE, COMMERCIAL REMOTE LOCATION: SAN FRANCISCO BAY AREA POSITION SUMMARY As a Senior Growth Account Executive, Commercial, you will drive strategic expansion within organizations generating between $100M - $500M in annual revenue. You will partner with security and executive stakeholders to strengthen offensive security programs, expand platform adoption, and position HackerOne as a long-term strategic partner. This role operates at the intersection of complex buying environments, multi-product solution selling, and executive-level influence. You will navigate sophisticated procurement processes, align diverse stakeholders, and deliver measurable business outcomes that improve customer’s security resilience at scale. 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. Reflecting this philosophy, this is a remote role targeted for candidates within ~50 miles of San Francisco Bay Area. We believe this balance of proximity and flexibility gives Hackeronies the chance to occasionally come together – fostering collaboration, connection, and in-person moments that enrich our culture – while still preserving the benefits of remote work. WHAT YOU WILL DO Success in the Senior Growth Account Executive, Commercial role will be accomplished by delivering on the responsibilities below in alignment with the Values and Principles that define how we work at HackerOne: - Own and expand a portfolio of commercial accounts ($100M - $500M revenue), driving multi-threaded engagement across Security, Engineering, Product, Risk, Procurement, and executive leadership. - Develop and execute sophisticated account strategies that increase platform adoption, expand product footprint (e.g., Bug Bounty, Pentesting, AI Red Teaming, Code Security), and drive multi-year revenue growth. - Apply Data-Driven Decision Making to manage complex pipelines, forecast accurately, identify whitespace opportunities, and align expansion strategies to measurable customer outcomes and risk reduction metrics. - Use First Principles Problem Solving to break down customer’s security challenges, clarify stakeholder priorities, and architect durable, scalable solutions aligned to long-term security transformation initiatives. - Demonstrate AI First thinking by leveraging AI-enabled prospecting, account planning, and sales productivity tools to improve deal velocity, enhance executive preparation, and scale high-quality engagement across large accounts. - Exhibit Change Agility by navigating shifting customer priorities, regulatory environments, product evolution, and competitive pressures while maintaining consistent momentum throughout the deal cycle. - Lead complex negotiations including MSAs, multi-year agreements, security reviews, and procurement processes in partnership with Legal, Finance, and Sales Engineering. - Partner cross-functionally with Customer Success, Sales Engineering, Product, Marketing, and Executive Leadership to ensure strong adoption, retention, and expansion within commercial customer accounts. MINIMUM QUALIFICATIONS   - 5+ years of SaaS sales experience, with a strong track record selling into organizations with $100M+ annual revenue. - Demonstrated success managing complex, multi-stakeholder sales cycles involving C-level security and technical buyers. - Consistent quota attainment with multi-year contracts and deal sizes over $50,000. - Experience navigating customer procurement, legal negotiations, and security review processes. PREFERRED QUALIFICATIONS - Experience selling cybersecurity, product security, offensive security, vulnerability management, or AI-enabled security platforms. - Familiarity with security frameworks (e.g., SOC 2, ISO 27001, NIST, FedRAMP) and their impact on buying decisions. - Experience building executive-level relationships (CISO, CIO, CTO, CRO) and driving board-visible initiatives. - Demonstrated use of AI-powered sales tools to increase prospecting efficiency, deal qualification accuracy, or pipeline coverage into customer accounts. Compensation Bands: San Francisco Bay Area $94K – $105K Base Salary, 50/50 split OTE • 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 *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 [Upgrade to PRO to see link] 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.