Sr. Customer Account Executive, NA Mid Market

Are you a motivated and driven individual with a passion for cultivating strong customer relationships while driving new net business? If so, HackerOne has an exciting opportunity for you! We are seeking a Sr. Customer Account Executive to join our sales team, focusing on net new revenue within our existing customers in the Mid-Market segment (companies with revenues ranging from 100 million to 1 billion).
Your primary responsibility will be to foster relationships with our valued existing customers, while strategically identifying opportunities for new business development within this vital market segment. The role offers a unique blend of customer relationship management and business expansion.
This is a remote position reporting to the Manager of NA Growth Sales.
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 Account Executive 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. 

YOUR JOURNEY AT HACKERONE

• 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

• 6+ years of software or web technologies sales experience selling to a technical audience (experience in the Internet security market and/or SaaS a plus)
• Experience selling in the Mid-Market segment
• 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 
• Evidence of over-achievement in past experiences

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.
Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.
HackerOne ValuesHackerOne 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