Senior Growth Account Executive, Commercial (West)

Overview HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with security researchers to discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. HackerOne delivers measurable, continuous reduction of cyber risk for enterprises through offerings such as bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security. We work with industry leaders including Anthropic, Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense. HackerOne has been recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem and named a Most Loved Workplace for Young Professionals (2024). HackerOne emphasizes a strong, inclusive culture. We are Customer Obsessed, Default to Disclosure, and Win Together, prioritizing customer outcomes, transparency, and accountability. Position Summary Senior Growth Account Executive, Commercial – Remote Location: US - West Region. In this role, you will drive strategic expansion within organizations generating $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 procurement processes, align diverse stakeholders, and deliver measurable business outcomes that improve customer security resilience at scale. What You Will Do Success in this role will be accomplished by delivering on the responsibilities below in alignment with HackerOne values: 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 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 momentum. 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 Tier A: $105k Base, $210k OTE Tier B: $95k Base, $190k OTE Tier C: $90k Base, $180k OTE 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 are 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 HackerOne