Lead Account Executive, Commercial, Central

Ovii's Interpretation of the Role

The Lead Account Executive, Commercial drives full‑cycle SaaS sales of HackerOne’s AI‑powered security platform to mid‑market and commercial customers. The role owns complex deals, builds strategic account plans, and partners with cross‑functional teams to expand adoption and revenue.

Role Snapshot

• Own full‑cycle commercial sales
• Drive predictable revenue growth
• Strategic account planning
• Cross‑functional partnership
• AI‑augmented prospecting
• Enterprise cybersecurity solution selling
• Channel co‑selling

Must-Have Requirements

• quota‑carrying SaaS sales experience
• executive communication, negotiation and presentation
• experience with Salesforce or comparable CRM
• ability to manage complex sales cycles
• quota‑carrying SaaS sales
• complex sales cycle management
• executive stakeholder engagement
• must be authorized to work in the United States (no visa sponsorship)
• background check required

Nice-to-Have Signals

• cybersecurity or cloud security product selling
• strategic account planning experience
• channel partnership or co‑selling experience
• familiarity with MEDDPICC, Challenger, Force Management or Command of the Message
• cybersecurity product sales
• channel partner sales
• enterprise sales methodology experience

Work Setup

• Location: Chicago, United States
• Work mode: REMOTE
• Remote scope: UNSPECIFIED
• Remote countries: United States, Chicago
• Employment type: Full-Time

Eligibility Gates

• Work authorization: must be authorized to work in the United States
• Visa sponsorship: no
• Background check: required

Not Specified in JD

• Visa sponsorship
• Salary range
• Remote eligibility details

What You'll Likely Work On

• Own the end‑to‑end sales process from prospecting to contract signing
• Develop territory and account strategies using CRM data, pipeline analytics and market signals
• Apply first‑principles problem solving to map customer security challenges to business outcomes
• Leverage AI‑driven tools for prospecting, account planning, and forecasting
• Create and execute strategic account plans that expand existing relationships and generate new business
• Partner with Sales Engineering, Customer Success, Marketing, Product, Revenue Operations, Legal and channel partners to deliver a seamless customer journey
• Collaborate with channel and technology partners on co‑selling opportunities
• Share market intelligence, customer insights and sales best practices across the team

Good Fit If You Have

• Experience selling cybersecurity, cloud security or related SaaS solutions
• Familiarity with enterprise sales methodologies such as MEDDPICC or Challenger
• Comfort working with channel partners and strategic alliances
• Strong analytical mindset for data‑driven territory planning