HackerOne

Own strategic relationships with complex enterprise customers, drive measurable outcomes and retention, advise on security programs, and improve customer success practices across the organization. | Requires 6+ years in B2B enterprise customer success, complex program management, technical knowledge of SaaS and cloud technologies, and experience using customer data; cybersecurity experience is preferred. | HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world’s largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024). HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world’s top organizations. HackerOne Values HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability. Remote Location: Austin, TX; Boston, MA or Washington, DC Position Summary At HackerOne, we are building a safer internet by connecting our customers with the expertise of the global security research community. As a Strategic Enterprise Customer Success Manager, you will serve as a trusted strategic advisor to some of our most complex enterprise customers, helping them maximize the value of HackerOne's platform, advance their security programs, and achieve meaningful business outcomes. In this role, you will own strategic customer relationships, navigate complex business and technical challenges, and influence customer success strategies that drive retention, growth, and long-term advocacy. Beyond your individual portfolio, you will help elevate the effectiveness of our Customer Success organization by sharing expertise, strengthening best practices, and partnering across teams to deliver scalable improvements to the customer experience. 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 Austin, TX; Boston, MA or Washington, DC. We believe this balance of proximity and flexibility gives Hackeronies the chance to occasionally come together – fostering collaboration, connection, and in-person moments that enrich our culture – while still preserving the benefits of remote work. Primary Responsibilities • Own the strategic direction and post-onboarding success of a portfolio of complex, high-value enterprise customers. Build trusted relationships with senior customer stakeholders, align HackerOne's capabilities to evolving business and security objectives, and proactively drive measurable customer value, retention, and opportunities for growth. • Apply Data-Driven Decision Making to evaluate customer program performance, identify trends and risks, and develop strategic recommendations that improve security outcomes and program maturity. Translate benchmarking, adoption insights, and customer data into compelling business narratives that influence customer priorities and internal decisions. • Leverage First Principles Problem Solving to lead the resolution of complex customer challenges and escalations. Diagnose underlying business and technical issues, align cross-functional stakeholders, and develop durable solutions that address immediate customer needs while identifying opportunities for broader process and service improvements. • Demonstrate Change Agility by guiding strategic customers through evolving security priorities, organizational changes, and new product capabilities. Anticipate challenges, adapt engagement strategies, and help customers navigate ambiguity while maintaining confidence, momentum, and measurable program outcomes. • Champion an AI First approach by thoughtfully applying AI-powered tools to improve customer insights, identify emerging risks and opportunities, streamline repeatable workflows, and scale effective Customer Success practices. Share learnings and practical applications that help improve efficiency and effectiveness across the team. • Serve as a recognized subject matter expert in HackerOne's platform, vulnerability disclosure, and bug bounty program management. Advise customers on advanced program strategies, product capabilities, integrations, researcher engagement, and program optimization. Share expertise and mentor fellow Customer Success Managers to strengthen team capabilities and customer outcomes. • Partner strategically with Sales, Product, Technical Services, and other cross-functional stakeholders to identify and advance expansion opportunities, influence product improvements, and coordinate complex customer initiatives. Lead customer advocacy efforts, including strategic program enhancements, public launches, and initiatives that strengthen long-term customer partnerships. • Extend your impact beyond your assigned portfolio by identifying recurring customer challenges, contributing to scalable Customer Success methodologies, and helping establish best practices adopted across the team. Translate customer feedback and emerging needs into actionable recommendations that improve the customer experience, strengthen operational consistency, and support broader business objectives. Minimum Qualifications • 6+ years of experience in Customer Success supporting high-touch enterprise and/or government customers in a B2B environment, with demonstrated experience managing customer relationships and delivering successful outcomes. • Experience managing complex customer programs or projects, including coordinating cross-functional stakeholders, documenting requirements, resolving issues, and delivering consistent, repeatable results. • Working technical knowledge of SaaS applications, cloud technologies, and IT operations, including the ability to discuss application capacity, utilization, and performance and communicate technical concepts effectively to diverse audiences. • Experience using customer data, program insights, and structured problem-solving approaches to inform recommendations, improve customer outcomes, and adapt to evolving customer needs. Preferred Qualifications • Experience working in cybersecurity, particularly with vulnerability disclosure programs, bug bounty programs, or related security practices. • Experience working in a scale-up environment. Compensation Bands Tier B: $141,000-$173,000 Base Job 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 We're committed to building a global team! For certain roles outside the United States, India, the U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR). Visa/work permit sponsorship is not available. 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.

Lead and scale partnership sales strategy and team to drive partner-led revenue growth in cybersecurity. | Proven sales leadership in cybersecurity or related markets with experience building and scaling channel and partnership sales programs. | HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world’s largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024). HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world’s top organizations. HackerOne Values HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability. Vice President, Partnership Sales Remote Location: United States - Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC Position Summary HackerOne is seeking a Vice President, Partnership Sales to build and scale our partnership sales strategy and accelerate partner-led revenue growth. Reporting to the Chief Revenue Officer, you will lead a team of seven Channel Account Managers and shape how HackerOne identifies, develops, and grows high-impact partnerships across strategic resellers, technology alliances, and cloud marketplaces. You will establish the strategy, operating model, and executive relationships needed to make partnerships an increasingly productive and scalable growth channel for HackerOne. This is an opportunity to shape a critical revenue function while partnering across Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to strengthen HackerOne’s market presence and create durable growth. What You Will Do Success in the Vice President, Partnership Sales role will be accomplished by delivering on the responsibilities below in alignment with the Values and Principles that define how we work at HackerOne. • Own the Outcome for HackerOne’s partnership sales strategy and performance, establishing clear revenue goals, operating rhythms, accountability, and execution plans that increase partner-sourced and partner-influenced growth. • Multiply Your Impact by leading, coaching, and developing a high-performing team of seven Channel Account Managers across multiple levels and areas of focus. Build the leadership, capabilities, systems, and operating model required for the partnership sales function to scale beyond individual effort. • Apply First Principles Problem Solving to assess HackerOne’s existing partner landscape and determine where and how partnerships can create the greatest business value. Challenge legacy assumptions, simplify the partner model where needed, and concentrate resources on the partnerships and motions with the strongest potential for durable growth. • Advance AI Native by redesigning how the partnership sales team works, making AI the default operating layer and not a tool bolted onto existing workflows. Partner identification, prioritization, enablement, and execution should run through AI-native systems where human judgment is the steering input, not the manual labor. Forecasting is continuous and model-driven, not spreadsheet-and-gut. Enablement is generated and personalized, not templated and static. The team's scalable ways of working emerge from AI-native defaults: agents handle the repeatable, humans handle the relational, and every workflow is designed for that split from day one. • Use Data-Driven Decision Making to define the metrics that matter for partnership performance, evaluate partner productivity and pipeline contribution, inform investments and resource allocation, and continuously improve the effectiveness of the partnership sales strategy. • Demonstrate Change Agility by evolving partnership strategy and execution as HackerOne’s business, customers, technology ecosystem, and markets change. Provide clarity through ambiguity and ensure the team can adapt priorities while maintaining momentum against revenue objectives. • Build and deepen executive-level relationships with strategic resellers, technology partners, and cloud marketplaces, including the AWS ecosystem, creating joint strategies that strengthen HackerOne’s market position and generate measurable commercial impact. • Partner across Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to align partnership priorities with company strategy, remove barriers to execution, develop effective partner programs and enablement, and create a cohesive partner experience. Minimum Qualifications • Proven sales leadership experience within information security, cybersecurity, or a closely related market, with demonstrated accountability for meaningful revenue outcomes. • Demonstrated experience building, establishing, or scaling channel and partnership sales programs, including leading teams responsible for reseller, channel, technology alliance, or cloud marketplace relationships. • Demonstrated success developing, negotiating, launching, and growing high-value strategic partnerships that generate measurable pipeline and revenue contribution. • Experience leading and developing high-performing sales or channel teams while establishing the strategy, performance metrics, operating cadence, and accountability required to scale results. Preferred Qualifications • Experience building and scaling partnerships within the AWS ecosystem or other major cloud marketplaces. • Experience operating in a growth environment generating $30M+ in new ARR. • Experience helping scale a company through significant stages of growth, including preparation for or progression toward an IPO. • Experience building a partnership function across multiple partner types, markets, or customer segments. Compensation Bands: Tier Guide Tier A: $252-280k base salary plus commission (60/40 split) Tier B: $226-277k base salary plus commission (60/40 split) Tier C: $216-264k base salary plus commission (60/40 split) Job 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 We're committed to building a global team! For certain roles outside the United States, India, the U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR). Visa/work permit sponsorship is not available. 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.