• Prospect K-12 and Higher Ed decision-makers via cold calls and email outreach • Build and manage outbound email campaigns • Qualify inbound and outbound leads • Set high-quality meetings for Account Executives • Maintain accurate CRM activity • Consistently meet and exceed activity and meeting goals

• Complete a comprehensive onboarding program to develop expertise in cybersecurity, HackerOne’s platform, enterprise prospecting, cold calling, email outreach, social selling, and modern sales methodologies. • Build strong partnerships with Enterprise Account Executives and Marketing to execute coordinated account-based outbound campaigns that generate qualified pipeline. • Demonstrate an AI First mindset by thoughtfully leveraging AI-powered tools to improve prospect research, personalize outreach, increase productivity, and continuously improve prospecting quality. • Practice Data-Driven Decision Making by using Salesforce, Outreach, LinkedIn Sales Navigator, and sales performance metrics to prioritize accounts, optimize activity, and improve conversion rates. • Apply First Principles Problem Solving to understand each prospect’s security challenges, uncover root causes, and communicate how HackerOne’s offensive security solutions create measurable business value. • Demonstrate Change Agility by adapting quickly to evolving sales strategies, market conditions, messaging, and customer priorities while maintaining a high level of execution. • Consistently execute high-quality outbound prospecting across phone, email, LinkedIn, and other engagement channels to generate qualified meetings and sales opportunities. • Achieve and exceed monthly activity, meeting, and pipeline generation goals while continuously developing the skills required for long-term success within Enterprise Sales.

• Conduct outbound prospecting via email, phone, LinkedIn and other channels to identify and qualify new institutional leads within assigned segments. • Research and prioritize target accounts to support territory planning and pipeline growth. • Respond to and qualify inbound leads, gathering relevant institutional context before scheduling a handoff to the ISR. • Maintain accurate and up-to-date records of all prospect activity, communications, and pipeline status in the CRM. • Schedule discovery calls and product demonstrations on behalf of ISR Representative with qualified prospects. • Prepare the ISR Representative with relevant prospect background, institutional context, and engagement history prior to meetings. • Support the ISR Representative in managing active pipeline by tracking deal stage movement and flagging stalled opportunities. • Partner with Customer Success Managers to identify lapsed or at-risk customers and execute targeted re-engagement outreach. • Track and report activity metrics, including outreach volume, meetings booked, and lead-to-handoff conversion.

• Drive top-of-the-funnel lead generation for account executives. • Manage leads through the sales pipeline by setting appointments, following up on leads, and tracking progress towards sales goals. • Update and manage all sales activities in CRM. • Generate new business pipeline through outbound prospecting, cold calling, and email campaigns. • Establish active communication and engagement with prospects. • Stay up-to-date on market trends, industry developments, and competition.