Sales Development Representative, Commercial

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.

Sales Development Representative, Commercial

Based in Austin, TX or Washington DC - Remote

HackerOne's mission is to empower the world to build a safer internet. HackerOne is the global leader in human-powered security. We leverage human ingenuity to pinpoint the most critical security flaws across your attack surface to outmatch cybercriminals. HackerOne’s Attack Resistance Platform combines creative human intelligence with the latest artificial intelligence to help organizations reduce risk and transform their businesses with confidence.

Position Summary

HackerOne is seeking a Sales Development Representative, Commercial with a keen interest in advancing their career in cutting-edge cybersecurity software sales. The ideal candidate will cultivate and nurture relationships with top-tier cybersecurity leaders in the commercial sector through strategic account-based, multi-channel prospecting. While prior experience as an SDR is advantageous, it is not a prerequisite for this role. This position will operate remotely within the United States and report to the Manager of Sales Development.

What You Will Do

• Comprehensive onboarding and training program: Immerse yourself in the realm of cybersecurity and hone essential sales skills such as cold calling, email copywriting, negotiation, and social selling over platforms like LinkedIn to ensure long-term success.

• Establish robust internal collaborations: Collaborate closely with Account Executives and Marketing teams to achieve pipeline objectives through tightly coordinated account-based sales strategies.

• Master systems and processes: Become proficient in utilizing our prospecting systems (Salesforce, Outreach, LinkedIn, etc.) and execute a proven prospecting process to secure qualified Meetings and Opportunities via phone, email, and social channels. Strive for continuous improvement.

• Act as a liaison: Serve as a bridge between potential clients and our sales team, engaging with more in-seat security leaders than any other role at HackerOne.

• Earn trust as an advisor: Develop a comprehensive understanding of prospective clients' challenges and articulate how proactive security measures, ethical hacking, and bug bounties can benefit their organizations.

• Personal success achievement: Surpass monthly quotas for qualified meetings and opportunities, paving the way for personal and financial growth and steering your career trajectory.

• Utilize discovery questions and active listening skills to identify potential customers and set qualified appointments for the Sales Team

• Use effective objection-handling techniques to navigate gatekeepers and gain access to decision-makers

Minimum Qualifications 

• Minimum of 1 year cold calling and/or telephone sales

• Strong time management/organizational skills

• Self-Motivated, autonomous, persuasive, goal oriented, organized, and confident

• Possess high emotional intelligence: Demonstrate the ability to empathize, internalize, and effectively engage with others' perspectives.

• Exhibit strong ownership mentality: Display leadership qualities and a commitment to excellence in all endeavors.

• Embrace long-term thinking: Overcome short-term obstacles while maintaining focus on achieving long-term success.

• Communicate with precision: Clearly convey complex concepts with exceptional verbal and written communication skills.

• Must be based remotely in US, Central or Eastern time zone. HackerOne is a digital-first company. This model offers our employees flexibility in time and location. All employees must be able to work and excel in a remote environment.

Preferred Qualifications

• Experience with Salesforce and execute da