Senior Account Executive, Enterprise (NY/NJ Region)

📋 Description

• • HackerOne is at the forefront of Continuous Threat Exposure Management (CTEM), revolutionizing how enterprises secure their digital assets in an era of rapid AI-driven innovation and escalating cyber threats. We are seeking a highly motivated and experienced Senior Account Executive, Enterprise, to join our dynamic team and drive strategic growth within the New York/New Jersey region. This pivotal role is designed for a seasoned sales professional who thrives in complex, multi-product solution selling environments and excels at influencing executive-level stakeholders.
• • As a Senior Growth Account Executive, you will be instrumental in expanding HackerOne's footprint within large enterprises, specifically those generating over $500 million in annual revenue. Your primary objective will be to forge deep, strategic partnerships with security, engineering, product, risk, procurement, and executive leadership teams. By understanding their unique challenges and business objectives, you will position HackerOne's comprehensive suite of offensive security solutions as indispensable tools for strengthening their security posture and building resilience.
• • This position demands a sophisticated approach to account management. You will be responsible for developing and executing intricate account strategies aimed at increasing platform adoption, expanding the use of our diverse product offerings—including Bug Bounty, Vulnerability Disclosure, Agentic Pentesting, AI Red Teaming, and Code Security—and securing multi-year revenue growth. Your success will be measured by your ability to not only meet but exceed sales quotas through consistent, high-value deal closures.
• • Navigating the complexities of enterprise buying cycles is a core aspect of this role. You will masterfully guide clients through intricate procurement processes, align disparate stakeholder priorities, and articulate the tangible business outcomes and risk reduction benefits that HackerOne delivers. This involves a deep understanding of how offensive security translates into measurable improvements in enterprise security resilience at scale.
• • A key differentiator for HackerOne is our AI-first approach. You will be expected to embrace and leverage AI-enabled tools for prospecting, account planning, and enhancing sales productivity. This includes utilizing AI to identify new opportunities, refine engagement strategies, and ensure high-quality interactions with key decision-makers within large, complex organizations, thereby accelerating deal velocity and pipeline coverage.
• • The ideal candidate will possess exceptional problem-solving skills, employing first principles to dissect enterprise security challenges. You will be adept at clarifying stakeholder priorities and architecting robust, scalable solutions that align with long-term security transformation initiatives. This requires a consultative sales approach, focusing on understanding the client's strategic vision and aligning HackerOne's capabilities to support it.
• • Furthermore, you will need to demonstrate significant change agility. The enterprise security landscape is constantly evolving due to shifting priorities, new regulations, product advancements, and competitive pressures. Your ability to adapt, maintain momentum in long-cycle deals, and effectively communicate the value of continuous security improvement will be critical to your success.
• • Leading complex negotiations is an integral part of this role. You will collaborate closely with Legal, Finance, and Sales Engineering teams to manage Master Service Agreements (MSAs), multi-year contracts, security reviews, and intricate enterprise procurement processes. Your negotiation skills will be paramount in securing favorable terms and ensuring smooth deal closure.
• • Cross-functional collaboration is essential. You will work hand-in-hand with Customer Success, Sales Engineering, Product Management, Marketing, and Executive Leadership to ensure seamless customer onboarding, drive strong adoption rates, foster retention, and identify expansion opportunities within your strategic enterprise accounts.
• • By joining HackerOne, you become part of a company that is not just a leader in cybersecurity but also a champion of a strong, inclusive culture. We are Customer Obsessed, Default to Disclosure, and believe in fostering an environment where employees, researchers, customers, and partners Win Together. This role offers a unique opportunity to make a significant impact on the security posture of the world's leading organizations while contributing to a mission-driven company.
• • You will be responsible for owning and expanding a dedicated portfolio of enterprise accounts, cultivating multi-threaded engagement across various departments. This includes developing and executing data-driven account strategies that align with measurable customer outcomes and risk reduction metrics. Your ability to forecast accurately and identify whitespace opportunities will be crucial for driving multi-year revenue growth and increasing platform adoption across our innovative product suite.