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Senior Enterprise Account Manager
2 months ago
About HackerOne: HackerOne stands at the forefront of human-driven security, leveraging the ingenuity of the world's largest community of security experts alongside advanced AI technologies to safeguard your digital assets.
Our Platform: The HackerOne Platform integrates the expertise of our distinguished community with the latest vulnerability database to identify critical security weaknesses across your digital landscape.
Comprehensive Solutions: Our offerings, which include bug bounty programs, penetration testing, code security assessments, spot checks, and AI-driven red teaming, ensure ongoing vulnerability detection and management throughout the software development lifecycle.
Trusted Partnerships: Industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense rely on HackerOne. We have been recognized as a Best Workplace for Innovators by Fast Company and a Most Loved Workplace for Young Professionals.
Position Overview: As a Senior Enterprise Account Manager, you will play a pivotal role in advancing HackerOne's platform strategy and enterprise go-to-market model. We seek a relationship-oriented and driven professional to join our team.
Key Responsibilities:
- Generate revenue growth by prospecting, qualifying leads, and closing deals with new clients in the Enterprise segment.
- Build and sustain strong relationships with key decision-makers within target accounts.
- Achieve and surpass monthly, quarterly, and annual sales targets.
- Conduct engaging online and in-person presentations and demonstrations of the HackerOne platform.
- Identify and understand prospects' needs and challenges to effectively communicate how HackerOne can address them.
- Utilize tools for lead, account, and opportunity management.
- Maintain an accurate sales forecast and strategic plan.
- Facilitate a smooth transition for new customers to our Customer Success team.
- Contribute your insights and strategies to enhance HackerOne's values and vision.
- Quickly gain knowledge about internet security, vulnerability coordination, and bug bounty programs.
- Develop and maintain strong relationships with key channel partners to drive sales.
- Collaborate with cross-functional teams to ensure successful onboarding and implementation of new clients.
- Stay updated on industry trends and competitive landscape to identify new opportunities.
Onboarding: Participate in comprehensive training programs including Sales Bootcamp, Command of the Message, MEDDPIC, and Value Negotiation.
Minimum Qualifications:
- 7+ years of successful experience in B2B SaaS technology sales, particularly in cybersecurity solutions.
- Proven track record in managing complex sales cycles and achieving sales targets.
- Experience engaging with C-suite leaders and understanding their business objectives.
- Strong presentation skills, both in-person and online.
- Proactive and results-oriented approach to developing and executing sales plans.
Preferred Qualifications:
- Experience with Command of the Message and MEDDPICC sales methodologies.
- Experience selling to Fortune 500 companies.
Compensation: Competitive salary with additional equity and commission opportunities.
HackerOne's Commitment: We are dedicated to fostering an inclusive culture that empowers our employees and the hacker community. Our core values guide our mission and operations.
