Be Part of Something Bigger

HackerOne

HackerOne is the global leader in human-powered security, harnessing the creativity of the world’s largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

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Position Summary

Are you a seasoned sales professional with a proven track record of success in driving revenue growth and delivering exceptional customer experiences? HackerOne is seeking a Senior Customer Account Executive to join our high-performing sales team. In this role, you will build upon your experience as a Customer Account Executive to drive deeper customer engagements, pursue larger opportunities, and contribute to the strategic growth of our customer base.

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As a Senior Customer Account Executive, you will continue to focus on expanding existing customer accounts and identifying new business opportunities within our target market segment. Building upon the foundation established at the IC3 level, you will take on increased responsibility for driving revenue growth and managing complex sales cycles.

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At HackerOne, we embrace a Flexible Work approach, enabling our team members to work remotely while maintaining productivity and collaboration. We are seeking candidates located in the San Francisco Bay Area, and the surrounding metropolitan areas, to facilitate occasional in-person interactions as needed. While the position is primarily remote, there will be periodic in-person requirements to support team collaboration and foster stronger connections. This approach ensures flexibility while providing opportunities to build meaningful in-person relationships that strengthen our team and company culture.

• Manage the end-to-end sales cycle for strategic customer accounts, demonstrating a deep understanding of their needs and challenges.
• Meet and exceed aggressive sales targets, driving revenue growth through both account expansions and new customer acquisitions.
• Develop and execute strategic account plans to drive long-term customer success and value realization.
• Lead complex negotiations and contract discussions, ensuring favorable terms and mutually beneficial agreements.
• Collaborate closely with cross-functional teams, including Product, Customer Success, and Marketing, to align on customer strategies and deliver seamless customer experiences.
• Mentor and support junior team members, sharing best practices and insights to drive collective success.

Required Qualifications

• 6+ years of software or web technologies sales experience, with a demonstrated track record of success in a high-velocity sales environment.
• 2+ years working in the cyber security industry.
• Expertise in managing complex sales cycles, navigating organizational hierarchies, and building consensus among stakeholders.
• Strong leadership skills, with the ability to inspire and motivate others towards shared goals.
• Exceptional communication and presentation skills, with the ability to articulate complex ideas and solutions to diverse audiences.
• Strategic thinker with a results-driven mindset, capable of identifying and pursuing high-impact opportunities.

Compensation Bands:

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San Francisco

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50/50 Split, Base Salary $110K – $137K • Offers Equity • Offers Commission

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#LI-Remote

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#LI-KM1

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Job Benefits:

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• 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
• Flexible Work Stipend

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*Eligibility may differ by country

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We are a Circle Back Initiative Employer and commit to responding to every applicant.

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We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).

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Employment at HackerOne is contingent on a background check.

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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.

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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.

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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.

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HackerOne Values

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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.

Company Description

Our Mission

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At Palo Alto Networks® everything starts and ends with our mission:

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Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

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Who We Are

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We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

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As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

• Recruit and hire top-tier Systems Engineers into the territory, fostering a team with diverse technical skills across SOC, Cloud, Networking, and NetSec
• Provide training, mentoring, and career development support to ensure team members evolve into multi-discipline architects across the Palo Alto Networks platform
• Support the team in complex evaluations, problem-solving, and challenging customer environments
• Lead and coach team members on successful technical validation efforts, ensuring technical wins in assigned opportunities
• Define and monitor individual development plans for each team member, fostering growth into portfolio architects
• Drive cross-training initiatives across SOC, Cloud, Networking, and NetSec to develop well-rounded security experts
• Ensure the team can articulate business value through proposals, cost-benefit analysis, and business consulting
• Work closely with Professional Services, Customer Success, and Specialist teams to ensure overall customer implementation and adoption of solutions
• Provide technical leadership in customer interactions, sharing security trends and standard methodologies to enhance the selling process
• Drive Palo Alto Networks platform adoption within customer accounts by aligning technical solutions with business imperatives
• Act as an escalation point for pre-sales and post-sales teams for any technical issues
• Build and maintain strong relationships with key customers to establish reference accounts and assist in defining expansion strategies
• Present to customers as an expert at all levels, from technical practitioners to CIOs, CTOs, and CISOs, driving business discussions centered around value versus cost
• Develop deep competitive knowledge and coach the team on effectively positioning Palo Alto Networks solutions against competitors
• Ensure the team is adept at architecting large, complex environments and guiding customers in designing end-to-end security solutions
• Collaborate with Product Management, Technical Marketing, and R&D to provide feedback from customer engagements and influence product development
• Travel up to 30-50% nationally to support team development and customer engagements

Required Qualifications

• Experience leading pre-sales Systems Engineering teams with a focus on technical mentorship and career development
• Strong technical background as a Senior System Engineer/Specialist with experience across multiple security domains
• Expertise in architecting comprehensive security solutions, spanning Network Security, SASE, SaaS, CNAPP, and SOC transformation technologies
• Deep understanding of competitive landscape and ability to differentiate Palo Alto Networks offerings
• Proven ability to translate technical solutions into business value, guiding customers through cost-benefit analysis discussions
• Strong business acumen and near-term potential to grow team into a C-level advisors
• Experience with proposals, business value consulting, and cost-benefit analysis
• Exceptional communication (written and verbal) and presentation skills
• Ability to develop strategic technical plans in collaboration with Sales leadership
• Passion for fostering cross-functional collaboration and continuous technical learning within a team

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Preferred Qualifications

• NA

The Team

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Our Systems Engineering team members work hand-in-hand with large organizations worldwide to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

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You are empowered with unmatched systems and tools and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. Our Systems Engineering community is driven by the mission to be our customers’ cybersecurity partner of choice, protecting their digital way of life.

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Compensation Disclosure

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The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $218,600/yr to $300,650/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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Our Commitment

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We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].

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Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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All your information will be kept confidential according to EEO guidelines.

Company Description

​

Our Mission

​

At Palo Alto Networks® everything starts and ends with our mission:

​

Being the cybersecurity partner of choice, protecting our digital way of life.

​

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

​

Who We Are

​

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

​

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

• You will drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer
• Your consultative selling experience will identify business challenges and create solutions for prospects and our customers
• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals and complete accurate forecasting through developing a detailed territory plan
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Travel as necessary within your territory, and to company-wide meetings

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry - SASE technology is preferred
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
• Excellent time management skills, and work with high levels of autonomy and self-direction

Additional Information

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The Team

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Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

​

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

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Compensation Disclosure

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The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $255000/yr - $351000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

​

Our Commitment

​

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

​

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].

​

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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All your information will be kept confidential according to EEO guidelines.

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Motor-Vehicle Requirement:

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This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.