Customer Account Executive, Enterprise
South Central region, USA
HackerOne is looking for a bright, highly motivated, self-starter with excellent communication and interpersonal skills to join our sales team. The Sr. Customer Account Executive will focus on Net New Revenue within our existing customers. The ideal candidate will have strong technical knowledge, the ability to effectively communicate with multiple stakeholders over the phone, through email and face-to-face, and shown success in operating with complex Enterprise sales cycles. This position reports to the Director of Account Management. The ideal candidate has a history of exceeding sales targets and at least 4 years working with Enterprise customers or equivalent. Security industry knowledge is not a requirement but a plus!
THE TEAM
HackerOne is building a world-class sales organization based on methodologies (Command of The Message & MEDDPIC) proven to drive success. We are company builders who aspire to grow both our own skills and the organizational know-how needed to scale our business. Our mission, as the Customer AE Team, is to expand existing customers to help them run a world class security program by leveraging our products, services and global army of hackers. We are on a mission to make the internet a safer place. HackerOne’s SaaS platform connects our customers with the largest global community of 750k ethical security researchers, to crowdsource security testing. As companies accelerate their digital transformation and “software eats the world” we expect the security testing market to grow from $6.1 billion in 2020 to USD $16.9 billion by 2025. With negative unemployment in security, we believe Hacker Powered Security is the only solution to the quickly expanding talent supply gap. 2000 customers including the U.S. Department of Defense, General Motors, Starbucks and Paypal clearly agree. We live our culture and it drives our success.
Your journey
- Onboarding at HackerOne: Sales Bootcamp, Command of the Message, MEDDPIC and Value Negotiation training
- Career Path: Career Ladder across Sales Roles (New and Customer based sales roles: Leadership and Individual Contributor roles) and across Customer Success functions. Responsible for a Customer business sales cycle from lead to close.
- Meet and exceed monthly, quarterly and annual sales quotas
- Territory development skills and ability to generate and qualify customer leads
- Conduct online and in person presentations and demonstrations of the HackerOne platform
- Rapidly learn about Internet security, vulnerability coordination, attack resistance management and bug bounty programs
- Work closely and collaboratively with Renewals Managers & Customer Success Managers to develop and implement appropriate strategic plans
- Understand a customer’s needs and challenges to effectively communicate how HackerOne will address those needs or help solve those challenges
- Use Salesforce for lead, account, and opportunity management
- Maintain an accurate quarterly sales forecast
- Bring your strategies, learnings, and ideas to advance HackerOne’s values, unique culture, and vision for the future
- Presidents Club for top performers
Who you are
- 4+ years of Enterprise software or web technologies sales experience selling to a technical audience (experience in the Internet security market and/or SaaS a plus)
- Ability to manage a strong sales process using both in person and online presentation tools
- Demonstrable experience over-performing in a fast-paced, high-velocity sales environment
- Adept at understanding and articulating new technologies, and mapping the respective value propositions to customer needs
- Experience in working and leading virtual sales teams to close business
- Intellectually curious with a committed Customer mindset
- Embraces challenges and thrives in ambiguity
- Able to strategically map accounts and build value propositions
- Excellent written and verbal communication skills
- Evidence of over-achievement in past experiences
- Strong work ethic and attention to detail
- Competency with Salesforce, Google Apps, MS Office
- HackerOne is a digital first company, and all employees must be able to work and excel in a remote environment
Employment at HackerOne is contingent on a background check.
HackerOne is committed to equal opportunity 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.
HackerOne Values
HackerOne commits to maintaining a strong, inclusive culture built for our employees and our community of hackers. We are driven by our five core values. We recognize that our mission is bigger than us, and therefore act with integrity at all times. As a team, we believe that transparency builds trust so we default to disclosure in our communications. Each individual executes with excellence, creating an environment of greater alignment and greater autonomy. We win as a team and respect all people to empower everyone to learn from each other, innovate, and grow.
What We Do
HackerOne closes the security gap between what organizations own and what they can protect. HackerOne’s Attack Resistance Management blends the security expertise of ethical hackers with asset discovery, continuous assessment, and process enhancement to find and close gaps in the ever-evolving digital attack surface. This approach enables organizations to transform their business while staying ahead of threats. Customers include Citrix, Coinbase, Costa Coffee, General Motors, GitHub, Goldman Sachs, Google, Hyatt, Microsoft, PayPal, Singapore’s Ministry of Defense, Slack, the U.S. Department of Defense, and Yahoo. In 2021, HackerOne was named as a ‘brand that matters’ by Fast Company.
HackerOne is Digital First
Our work is optimized for asynchronous collaboration, knowledge management, and decision-making. HackerOne is creating an industry, and to do that, we must employ the most creative, forward-thinking distributed talent in the market. Our remote model allows employees to contribute to our mission while providing time and location flexibility which are core elements to a healthy relationship between professional and personal pursuits.
