Director of Sales Development

HackerOne is the global leader in human-powered security, harnessing the creativity of the world’s largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

Director Sales Development

Remote Location: Austin, TX or Washington, DC

Position Summary

HackerOne is looking for an experienced sales development leader to direct an established SDR team and enhance our pipeline generation program.  This position will report directly to the VP, Demand Generation and leverages an allbound sales development model. You will have the unique opportunity to market one of the most disruptive product portfolios in cybersecurity. Candidates would ideally be located in the eastern time zone of the United States to facilitate managing SDRs in both the United States and the United Kingdom.

At HackerOne, we embrace a Flexible Work approach, enabling our team members to work remotely while maintaining productivity and collaboration. We are seeking candidates located in Austin, TX or Washington, DC, and the surrounding metropolitan areas, to facilitate occasional in-person interactions as needed. While the position is primarily remote, there will be periodic in-person requirements to support team collaboration and foster stronger connections. This approach ensures flexibility while providing opportunities to build meaningful in-person relationships that strengthen our team and company culture.

What You Will Do

• Managing an existing  team of SDRs based in the U.S. and U.K. - as well as two regional managers

• Aligning with global marketing and sales leaders and teams to predictably fill the pipeline with qualified meetings

• Ensuring the sales development KPIs are being hit on a monthly and quarterly basis by conducting regular assessment of progress

• Determining and assigning quotas

• Creating SDR standards and best practices for setting meetings, lead notes and measuring SDR-sourced pipeline

• Creating outreach and follow-up sequences for SDRs

• Working with marketing operations to automate workflows

• Training and coaching SDRs to maximize attainment

Minimum Qualifications  

• 12+ years of experience in sales development, including 5+ years in a leadership or management role

• Experience as an individual contributor on a sales development or inside sales team

• Experience working in sales development for a B2B software or SaaS company

• Experience with Salesforce, LinkedIn Sales Navigator, 6sense, Outreach desired

• Strong written and verbal communication skills

Preferred Qualifications  

• Experience with Drift, Salesloft, Gong, Highspot

• Experience in the cybersecurity industry

• Proficient with social media

Compensation Bands:

Austin and DC area

65/35 split, $216-$270k OTE, Base salary $140K – $175K • Offers Equity

#LI-Remote

#LI-HM1

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 are a Circle Back Initiative Employer and commit to responding to every applicant.

We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).

Employment at HackerOne is contingent on a background che