HackerOne

Role Description HackerOne is hiring a Sales Development Representative, Enterprise who is interested in building a career in innovative cybersecurity software sales. In this role, you will partner closely with Sales and Marketing to build pipeline by engaging senior cybersecurity leaders through strategic, account-based, multi-channel prospecting. You will play a critical role in connecting prospective customers to HackerOne’s value as a leader in offensive security. At HackerOne, we embrace a Flexible Work approach that gives us the freedom to do our best work while also fostering the connections and community that make us stronger. Reflecting this philosophy, this is a remote role targeted for candidates within ~50 miles of Boston, MA, Austin TX, or Washington, DC. We believe this balance of proximity and flexibility enables collaboration while preserving the benefits of remote work. What You Will Do - Demonstrate Change Agility by progressing through a structured onboarding and training program, quickly adapting to new tools, messaging, and feedback as you develop foundational cybersecurity and sales skills. - Apply First Principles Problem Solving to understand prospective customer challenges. Ask thoughtful questions, challenge assumptions, and clearly articulate how proactive security, ethical hacking, and bug bounty programs address real business risks. - Partner cross-functionally with Account Executives and Marketing to execute tightly coordinated, account-based prospecting strategies that support enterprise pipeline goals, using Data-Driven Decision Making to prioritize accounts and outreach. - Use AI First and modern sales technologies to increase effectiveness and efficiency in prospecting. Leverage tools such as Salesforce, Outreach, LinkedIn, and AI-enabled workflows to improve research quality, personalization, and follow-up. - Act as a trusted conduit between prospective customers and the sales team, building credibility through consistent, informed, and professional engagement with senior security leaders. - Own your activity and results by consistently meeting or exceeding monthly goals for qualified meetings and opportunities, using data and feedback to continuously refine your approach. Qualifications - Minimum 1+ years of experience as a Sales Development Representative or similar - Strong written communication skills, including email writing and account research - Comfort executing outbound prospecting via phone, email, and social channels - Ability to manage activity and pipeline using CRM and sales engagement tools Requirements - Experience prospecting into Enterprise accounts - Background in cybersecurity or SaaS technology - Experience using Salesforce, Outreach, LinkedIn Sales Navigator, or AI-enabled sales tools 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 *Eligibility may differ by country

• Apply an ***AI-First ***approach by using AI tools responsibly to improve research quality, drafting efficiency, and privacy assessment workflows. • Demonstrate Change Agility by adapting quickly to evolving global privacy and AI regulations, adjusting guidance as new risks, tools, or requirements emerge. • Use ***First Principles Problem Solving ***to simplify complex privacy questions, clarify assumptions, and provide clear, structured recommendations. • Leverage ***Data-Driven Decision Making ***during DPIAs,and related assessments by grounding evaluations in evidence, criteria, and regulatory expectations. • Support the current Privacy function with global privacy assessments, including DPIAs, AI DPIAs, TIAs, LIAs, and other structured risk reviews. • Review new and existing product features, AI capabilities, and data practices as part of privacy-by-design, identifying risks and opportunities early in development. • Draft, review, and negotiate data processing agreements (DPAs), privacy terms, and commercial contracts to support global sales and procurement. • Maintain and update privacy contractual documentation and internal templates and policies. • Create and deliver internal training on privacy and AI governance. • As part of the Privacy function, support internal and external privacy audits, coordinate with external advisors, and ensure alignment across business functions on assessment findings and remediation. • Monitor evolving privacy laws, case law, AI governance frameworks, and regulatory trends, sharing key insights with stakeholders to maintain compliance and anticipate future requirements.

• Design end-to-end product experiences for Agentic Vulnerability Elimination, from discovery through delivery, applying First Principles Problem Solving to break down complex security and AI-driven workflows into intuitive solutions • Build and iterate on AI-powered user experiences, embedding an AI First mindset into design decisions and contributing to workflows that leverage LLMs and automation effectively • Partner closely with product managers, engineers, and data partners across the UK and Netherlands to deliver high-quality, user-centered solutions that improve vulnerability remediation outcomes • Use Data-Driven Decision Making to inform design choices, validate hypotheses through research and testing, and continuously improve product experiences based on measurable impact • Demonstrate Change Agility by adapting designs in response to evolving product direction, emerging AI capabilities, and shifting customer needs while maintaining momentum • Contribute to and evolve HackerOne’s Design Language System, ensuring consistency and scalability across products • Communicate design rationale, tradeoffs, and decisions clearly to stakeholders, balancing user needs, technical constraints, and business goals • Mentor junior designers and contribute to a collaborative, feedback-driven design culture

• Your first day will start with a warm welcome and technical onboarding! • Your first 30 days will focus on getting to know HackerOne. You will join your new squad and begin onboarding - learn our technology stack (Python, Airflow, Snowflake, DBT, Meltano, Fivetran, Looker, AWS), and meet our Hackeronies. • Within 60 days, you will deliver impact on a company level with consistent contribution to high-impact, high-performance, scalable source of truth data marts and data products. • Within 90 days, you will drive the continuous evolution and innovation of data at HackerOne, identifying and leading new initiatives. Additionally, you foster cross-departmental collaboration to enhance these efforts. • After 90 days, you will deliver impact by developing the roadmap for continuously and iteratively launching high-impact, high-performance, scalable source of truth data marts and data products, and by leading and delivering cross-functional product and technical initiatives. • Be a technical paragon and cross-functional force multiplier, autonomously determining where to apply focus, contributing at all levels, elevating your squad, and designing solutions to ambiguous business challenges, in a fast-paced early-stage environment. • Drive continuous evolution and innovation, adoption of emerging technologies, and implementation of industry best practices. • Champion a higher bar for discoverability, usability, reliability, timeliness, consistency, validity, uniqueness, simplicity, completeness, integrity, security, and compliance of information and insights across the company. • Provide technical leadership and mentorship, fostering a culture of continuous learning and growth.

• Lead the end-to-end design and delivery of scalable, secure, and intelligent data products and AI automation solutions that support HackerOne's transformation into an AI-first organization. • Build, optimize, and maintain data pipelines and infrastructure that serve as the foundation for AI-powered systems and agentic operations. • Design and deploy AI-powered automation solutions that eliminate routine, manual work and unlock human capacity for strategic direction, creativity, and edge-case governance. • Partner across business and engineering teams to identify high-leverage opportunities for automation, integration, and system modernization. • Drive the architecture and execution of platform-level capabilities, leveraging AI and modern tooling to reduce manual effort, improve decision-making, and increase system resilience. • Provide technical leadership to internal engineers and external development partners, ensuring design quality, operational excellence, and long-term maintainability. • Shape and contribute to our incident and on-call response strategy, playbooks, and processes, focusing on building systems that fail gracefully and recover quickly. • Act as a multiplier to mentor other engineers, advocate for technical excellence, and promote a culture of innovation, curiosity, and continuous improvement. • Champion effective change management and enablement, ensuring systems are not only launched, but adopted, understood, and evolved.

• Onboard with your squad and the broader engineering organization • Learn HackerOne’s infrastructure, tooling, and workflows (AWS, Terraform, Kubernetes, Ruby on Rails, GraphQL, etc.) • Become familiar with our reliability, security, and incident management practices • Participate in the on-call rotation with support from teammates • Take ownership of a scoped infrastructure project and deliver incremental improvements • Build working relationships across engineering and adjacent functions • Independently deliver infrastructure changes that improve reliability, performance, or security • Understand how infrastructure supports product and customer needs, and translate requirements into practical technical solutions • Contribute to operational excellence through runbooks, automation, and system improvements • Design, implement, and maintain cloud infrastructure using infrastructure-as-code • Collaborate with cross-functional partners to execute on infrastructure initiatives • Participate in an on-call rotation (one week every four weeks) and help maintain system reliability • Contribute to a positive team culture by sharing knowledge and supporting teammates • Continuously improve your technical skills and operational effectiveness

• Manage a portfolio of customer accounts, strengthening engagement and retention by proactively identifying risks and opportunities. • Build scalable workflows and leverage automation tools to improve efficiency and consistency in customer interactions. • Adapt to evolving customer needs and organizational priorities. • Use data-driven decision making to monitor account health, analyze usage trends, and inform strategies that improve retention, expansion, and customer satisfaction. • Apply first principles problem solving to identify root causes of customer challenges. • Partner cross-functionally with Sales, Product, and Engineering to advocate for customer needs. • Lead onboarding and adoption efforts, ensuring customers successfully integrate HackerOne’s solutions.

• Lead the development and execution of integrated communications strategies that elevate HackerOne’s presence in tier-one media and drive measurable engagement across social and digital channels, applying Data-Driven Decision Making to continuously refine approach and impact • Identify and capitalize on real-time cybersecurity trends and news moments, inserting HackerOne into relevant conversations with speed and clarity through Change Agility, ensuring the brand remains timely, credible, and differentiated • Own external storytelling across press, social, and thought leadership by translating complex security topics into clear, compelling narratives grounded in First Principles Problem Solving • Build and execute high-impact media strategies, including developing strong, differentiated pitches that secure top-tier coverage and position HackerOne as a category leader • Lead crisis communications efforts, including message development, rapid response coordination, and media engagement, maintaining composure and clarity in high-stakes situations through Change Agility • Drive a modern, attention-oriented social media approach that goes beyond standard posting—experimenting with formats, narratives, and channels (including video) to expand reach and engagement • Apply an AI First mindset to scale communications impact, leveraging AI tools to enhance content creation, media monitoring, trend identification, and workflow efficiency • Manage and provide strategic direction to external PR agencies and contractors, ensuring alignment with business goals, quality of execution, and consistent storytelling across channels

• Design, build, and maintain detection-as-code capabilities across cloud infrastructure, SaaS applications, endpoints, and identity systems, improving coverage and signal quality through Data-Driven Decision Making • Build automated investigation and response workflows that replace manual runbooks, leveraging AI First principles to scale triage, enrichment, containment, and remediation • Develop and deploy AI/LLM-powered tooling to accelerate investigations, reduce alert fatigue, and extend team capacity beyond traditional headcount constraints, embedding AI First practices into daily workflows • Lead and participate in incident response, including detection, investigation, containment, and retrospectives, applying First Principles Problem Solving to identify root causes and improve long-term resilience • Partner cross-functionally with engineering and platform teams to expand logging, improve observability, and embed detection capabilities into the development lifecycle • Continuously improve detection quality by analyzing alert performance, tuning for signal, and building feedback loops between incidents and detections using Data-Driven Decision Making • Proactively identify gaps in visibility or coverage and translate ambiguous problem spaces into concrete detection and response solutions through First Principles Problem Solving • Adapt quickly to evolving threats, tools, and priorities, helping the team maintain momentum and effectiveness through Change Agility

• Architect and Scale an AI-Native Marketing-to-Revenue Engine • Turn Signal, Intent, and Performance Data into Action • ICP, segmentation, and account prioritization • Design and Evolve the AI-Enabled Marketing Technology Architecture • Increase Speed, Predictability, and Quality of Outcomes