Manager, NA Mid-Market

We are seeking a dynamic and results-driven Manager of Mid-Market Sales to lead our sales team and drive revenue growth in our Mid-Market market segment (companies from 100 million to 1 billion in revenue). The Manager of Mid-Market Sales will be responsible for developing and executing strategic sales plans, managing key customer relationships, and building a high-performing sales team. The ideal candidate has a proven track record in sales and exceptional leadership skills. Cyber security industry knowledge is not a requirement but a plus!

Reporting to the North America Vice President of Sales, the Manager of Mid-Market Sales will be tasked to manage and scale a team of high performing Account Executives focusing on Mid-Market accounts in North America.

Mission of the Sales Team at HackerOne

HackerOne is building a world class sales organization based on methodologies proven to drive success, Command of the Message and MEDDPIC. We are company builders who aspire to grow both our own skills and the organizational know-how needed to scale our business. We live our culture and it drives our success.

• Onboarding at HackerOne: Sales Bootcamp, Command of the Message, MEDDPIC and Value Negotiation training
• Improve the operating/strategic plan and execution that drive new customer acquisition and revenue growth within Mid-Market accounts.
• Hands on leader to recruit, mentor and lead a team of four Mid-Market sales professionals
• Develops & tracks sales metrics and measures success and identifies areas for improvement
• Continuous strategic and sales process improvement
• Attract, select, onboard, develop, coach, motivate, promote and effectively manage a team of Mid-Market Account Executives
• Define and execute on strategies required to sustainably grow new sales in Mid-Market accounts
• Enable the team to aggressively prospect, identify, qualify and develop pipeline
• Ensure internal cross-functional collaboration to drive customer satisfaction in Mid-Market accounts

• 6-8 years of US Mid-Market sales experience selling software or web technologies to a technical audience (experience in the Internet security market and/or SaaS a plus)
• 2 years mananaging high-performing teams 
• Experience selling a platform solution
• 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
• Intellectually curious with a committed Customer mindset 
• Embraces challenges and thrives in ambiguity 
• Able to strategically map accounts and build value propositions 
• Promote/expand brand awareness and find new business opportunities by "walking the halls" & building relationships with key influencers/decision makers Managerectly to agency end-users and through partners
• Demonstrates a strong commitment to customer success and instill a sense of urgency/accountability for results and high performance standards across the team
• HackerOne is a digital first company, and all employees must be able to work and excel in a remote environment.

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 Values

HackerOne 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 everyone to learn from each other, innovate, and grow.

What We Do

HackerOne closes the security gap between what organizations own and what they can protect. HackerOne's Attack Resistance Management blends the security expertise of ethical hackers with asset discovery, continuous assessment, and process enhancement to find and close gaps in the ever-evolving digital attack surface. This approach enables organizations to transform their business while staying ahead of threats. Customers include Citrix, Coinbase, Costa Coffee, General Motors, GitHub, Goldman Sachs, Google, Hyatt, Microsoft, PayPal, Singapore’s Ministry of Defense, Slack, the U.S. Department of Defense, and Yahoo. In 2021, HackerOne was named as a ‘brand that matters’ by Fast Company.

HackerOne is Digital First

Our work is optimized for asynchronous collaboration, knowledge management, and decision-making. HackerOne is creating an industry, and to do that, we must employ the most creative, forward-thinking distributed talent in the market. Our remote model allows employees to contribute to our mission while providing time and location flexibility which are core elements to a healthy relationship between professional and personal pursuits.