Senior Manager, Public Sector Sales

HackerOne's mission is to empower the world to build a safer internet. HackerOne is the global leader in human-powered security. We leverage human ingenuity to pinpoint the most critical security flaws across your attack surface to outmatch cybercriminals. HackerOne’s Attack Resistance Platform combines creative human intelligence with the latest artificial intelligence to help organizations reduce risk and transform their businesses with confidence.

Senior Manager, Public Sector Sales

HackerOne is looking for a bright, highly motivated, self-starter with excellent communication and interpersonal skills to lead our Federal Sales Team. The Senior Manager of Federal Sales will focus on developing and executing Sales strategies to drive revenue within Civilian, DoD and Intel agencies. The ideal candidate will have strong technical knowledge, the ability to effectively communicate with multiple stakeholders and shown success in operating with complex Enterprise sales cycles. This position reports to the Vice President of Sales. The ideal candidate has a history of exceeding monthly, quarterly and annual sales targets and at least 5-7 years managing within the federal marketplace. Cyber security industry knowledge is not a requirement but a plus!

THE TEAM

HackerOne is building a world-class sales organization based on methodologies (Command of The Message & MEDDPIC) proven to drive success. We are company builders who aspire to grow both our own skills and the organizational know-how needed to scale our business. Our mission is to expand existing Civilian, DoD and Intel customers to help them run a world class security program by leveraging our products, services and global army of hackers. We are on a mission to make the internet a safer place. HackerOne’s SaaS platform connects our customers with the largest global community of 750k ethical security researchers, to crowdsource security

testing. As companies accelerate their digital transformation and “software eats the world” we expect the security testing market to grow from 6.1 billion USD in 2020 to USD 16.9 billion USD by 2025. With negative unemployment in security, we believe Hacker Powered Security is the only solution to the quickly expanding talent supply gap. 2000 customers including the U.S. Department of Defense, General Motors, Starbucks and Paypal clearly agree. We live our culture and it drives our success.

Your journey

• 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 the Civilian, DoD and Intel agencies

• Player/Coach to recruit, mentor and lead a team of federal sales and business development professionals

• Identify and develop key partners and channels to increase opportunities and drive revenue

• Develops & tracks sales metrics and measures success and identifies areas for improvement

• Continuous strategic and sales process improvement

• Impacts the overall success of the Federal Sales team

Who you are

• 5-7 years of US Federal sales management experience selling software or web technologies to a technical audience (experience in the Internet security market and/or SaaS a plus)

• 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

• Experience in working and leading virtual sales teams to close business

• Experience working with federal partners, ideally with Carasoft 

• Intellectually curious with a committed Customer mindset

• Embraces challenges and thrives in ambiguity

• Able to strategically map accounts and build value propositions

• Excellent written and verbal communication skills

• Evidence of over-achievement in past experiences

• Strong work ethic and attention to detail

• Promote/expand brand awareness and find new business opportunities by "walking the halls" & building relationships with key influencers/decision makers directly 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

• Competency with Salesforce, Google Apps, MS Office

• HackerOne is a digital first company, and all employees must be able to work and excel in a remote environment.

Compensation Range

• $130.9K – $192.5K • Offers Equity

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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.

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.