• Develop & nurture strong relationships with educational institutions through a combination of outbound customer outreach, in-person visits, phone calls, emails & virtual meetings • Meet & exceed sales targets by generating and maintaining a reliable sales pipeline • Proactively search for & respond to educational organizations' Requests for Proposals (RFPs) • Drive lead generation through proactive and independent research efforts • Maintain accurate and up-to-date records of sales activities, customer interactions & opportunities in the CRM system • Prepare & deliver compelling presentations to school boards, administrators and other decision-makers to effectively communicate the value proposition of our product + programs • Represent the company at regional and national education conferences, trade shows, and events to promote brand awareness and generate leads. (Saturday/Sunday travel may be necessary) • Negotiate all contracts + pricing quotes with prospective partners • Work in close partnership with the Implementation team & Account Lead to ensure successful hand-off & partner onboarding to maintain a high customer satisfaction rate • Participate in ongoing training & professional development opportunities to stay informed about industry trends, product updates and & techniques • Additional projects assigned that support the Company

• Develop & nurture strong relationships with educational institutions through a combination of outbound customer outreach, in-person visits, phone calls, emails & virtual meetings • Meet & exceed sales targets by generating and maintaining a reliable sales pipeline • Proactively search for & respond to educational organizations' Requests for Proposals (RFPs) • Drive lead generation through proactive and independent research efforts • Maintain accurate and up-to-date records of sales activities, customer interactions & opportunities in the CRM system • Prepare & deliver compelling presentations to school boards, administrators and other decision-makers to effectively communicate the value proposition of our product + programs • Represent the company at regional and national education conferences, trade shows, and events to promote brand awareness and generate leads. (Saturday/Sunday travel may be necessary) • Negotiate all contracts + pricing quotes with prospective partners • Work in close partnership with the Implementation team & Account Lead to ensure successful hand-off & partner onboarding to maintain a high customer satisfaction rate • Participate in ongoing training & professional development opportunities to stay informed about industry trends, product updates and & techniques • Additional projects assigned that support the Company

• Your focus will be finding business opportunities and managing customer relationships. • You’ll be directly responsible for the preservation and expansion of our customer base. • Your overarching goal is to identify opportunities with prospects and new clients and build them into long-term profitable relationships.

• Own the end-to-end commercial sales cycle from prospecting through close, consistently delivering against revenue targets while maintaining accountability and follow-through (Change Agility). • Apply Data-Driven Decision Making to manage pipeline health, forecast accurately, prioritize opportunities, and evaluate deal risk using CRM insights, customer signals, and performance metrics. • Use First Principles Problem Solving to deeply understand customer security challenges, break down complex buying scenarios, and clearly articulate differentiated value grounded in customer outcomes. • Demonstrate Change Agility by adapting quickly to evolving customer needs, product capabilities, territory dynamics, and market conditions while maintaining momentum and clarity. • Develop and execute strategic account plans that expand HackerOne’s footprint within existing customers and drive new logo acquisition across the commercial segment. • Partner cross-functionally with Sales Engineering, Marketing, Product, and Customer Success to deliver a cohesive customer experience from initial engagement through long-term value realization. • Collaborate with Channel Partners in your territory to identify, develop, and co-sell opportunities, adjusting engagement models as partner strategies and market dynamics evolve. • Leverage an AI First mindset by thoughtfully using AI-powered tools to improve prospecting, account research, deal preparation, and overall sales efficiency while exercising sound judgment and responsible use.