Senior Account Executive, Commercial, DACH

HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world’s largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com , General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024). HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world’s top organizations. HackerOne Values HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability. Senior Account Executive, Commercial, DACH Remote Location: London, UK Position Summary At HackerOne, our mission is to empower the world to build a safer internet. As a Senior Account Executive, Commercial, you will play a critical role in expanding access to human-powered security by helping organizations adopt HackerOne’s CTEM Platform. In this role, you will own the full commercial sales cycle, build trusted relationships with security and technology leaders, and drive meaningful revenue growth. You’ll operate with autonomy, influence deal strategy, and partner closely across teams to deliver customer outcomes that reduce risk and strengthen trust. At HackerOne, we embrace a Flexible Work approach that gives us the freedom to do our best work while also fostering the connections and community that make us stronger. Reflecting this philosophy, this is a remote role targeted for candidates within ~80 kilometers of London, UK . We believe this balance of proximity and flexibility gives Hackeronies the chance to occasionally come together – fostering collaboration, connection, and in-person moments that enrich our culture – while still preserving the benefits of remote work. What You Will Do Success in the Senior Account Executive role will be accomplished by delivering on the responsibilities below in alignment with the Values and Talent Principles that define how we work at HackerOne. Own the end-to-end commercial sales cycle from prospecting through close, consistently delivering against revenue targets while maintaining accountability and follow-through ( Change Agility ). Apply Data-Driven Decision Making to manage pipeline health, forecast accurately, prioritize opportunities, and evaluate deal risk using CRM insights, customer signals, and performance metrics. Use First Principles Problem Solving to deeply understand customer security challenges, break down complex buying scenarios, and clearly articulate differentiated value grounded in customer outcomes. Demonstrate Change Agility by adapting quickly to evolving customer needs, product capabilities, territory dynamics, and market conditions while maintaining momentum and clarity. Develop and execute strategic account plans that expand HackerOne’s footprint within existing customers and drive new logo acquisition across the commercial segment. Partner cross-functionally with Sales Engineering, Marketing, Product, and Customer Success to deliver a cohesive customer experience from initial engagement through long-term value realization. Collaborate with Channel Partners in your territory to identify, develop, and co-sell opportunities, adjusting engagement models as partner strategies and market dynamics evolve. Leverage an AI First mindset by thoughtfully using AI-powered tools to improve prospecting, account research, deal preparation, and overall sales efficiency while exercising sound judgment and responsible use. Minimum Qualifications 2-5+ years of experience in software or technology sales, including experience selling to technical buyers; enterprise exposure preferred Proven track record of consistently meeting or exceeding sales quotas in a consultative sales environment Experience selling into the DACH region Experience using CRM systems (e.g., Salesforce) and sales analytics to manage pipeline and performance Strong ability to articulate technical and business value to a range of stakeholders Fluent in English and German Preferred Qualifications Experience selling cybersecurity, SaaS, or developer-focused platforms Familiarity with channel-based selling motions and partner co-selling Experience with MEDDPICC framework Demonstrated ability to build and execute strategic account plans Compensation Bands: Tier Guide UK Tier: £65,000-72,500 Base, 50/50 split #LI-Remote #LI-KM1 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 *Eligibility may differ by country We're committed to building a global team! For certain roles outside the United States, India, the U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR). Visa/work permit sponsorship is not available. Employment at HackerOne is contingent on a background check. HackerOne is an Equal Opportunity Employer 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. For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.