Senior Account Executive, EMEA Enterprise

Role Overview

• Drive enterprise revenue growth by developing and executing strategic territory and account plans, prospecting into FTSE 250 and other large enterprise organizations, and closing high-value new business opportunities.
• Demonstrate AI First by leveraging AI-powered tools and technologies to improve prospecting effectiveness, account research, customer engagement, pipeline management, and sales productivity.
• Apply First Principles Problem Solving to understand customer business challenges, security objectives, and risk management priorities, building tailored solutions that align HackerOne’s platform capabilities with customer outcomes.
• Utilize Data-Driven Decision Making to manage pipeline health, forecast accurately, identify growth opportunities, and continuously optimize sales strategies using Salesforce, MEDDPICC, Command of the Message, and other sales methodologies.
• Practice Change Agility by adapting quickly to evolving cybersecurity market dynamics, customer priorities, competitive landscapes, and organizational initiatives while maintaining momentum toward revenue objectives.
• Build trusted relationships with C-level executives, security leaders, procurement teams, and other stakeholders to navigate complex buying processes and drive consensus across large enterprise accounts.
• Deliver compelling virtual and in-person presentations, demonstrations, and executive business discussions that clearly articulate HackerOne’s value proposition and business impact.
• Collaborate cross-functionally with Sales Engineering, Marketing, Customer Success, Product, and Partner teams to ensure successful customer acquisition, onboarding, and long-term account growth.

Requirements

• 5+ years of enterprise software, SaaS, or cybersecurity sales experience, including success selling into large and complex enterprise organizations.
• Demonstrated success exceeding quota through new business acquisition in a fast-paced, high-growth sales environment.
• Experience managing complex enterprise sales cycles involving multiple stakeholders, executive sponsors, procurement processes, and contract negotiations.
• Strong communication, presentation, and consultative selling skills, with the ability to translate technical solutions into business value for executive audiences.
• Experience selling cybersecurity, offensive security, vulnerability management, risk management, or adjacent security solutions.
• Experience working with channel partners, strategic alliances, and indirect sales motions.
• Proficiency with Salesforce CRM and modern sales engagement technologies.
• Demonstrated experience using AI-powered tools to improve sales productivity, research, customer engagement, or pipeline generation.

Tech Stack

• Cyber Security

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