The Challenge
HackerOne is redefining offensive security at a critical industry inflection point. As Director of Enterprise Strategic Growth Sales, you'll lead North America expansion for the world's most sophisticated Fortune 500 and public sector customers—owning strategy, execution, and scaling multi-year partnerships that drive measurable security outcomes.
Your Mission
Establish North America Strategic expansion roadmap: define territory strategy, account prioritization, and growth motion for Fortune 500/public sector segments
Build high-performing Strategic sales team: assess current talent, identify hiring gaps, and implement 90-day onboarding/enablement for new sellers
Strengthen executive relationships: conduct customer business reviews with C-suite stakeholders across top 20 accounts to deepen penetration and identify expansion opportunities
Lock forecast accuracy: implement pipeline rigor and deal execution discipline—target 85%+ forecast accuracy by end of Q1
Scale expansion revenue: deliver 30%+ ARR growth from strategic account expansion vs. prior year baseline
Build repeatable expansion playbook: document and operationalize multi-threaded selling motions that drive deal velocity and customer lifetime value
Develop next-generation seller talent: identify and mentor 2-3 individual contributors for future leadership roles
Drive cross-functional alignment: establish quarterly business reviews with product, customer success, and marketing teams to ensure expansion strategy connects to product roadmap and customer outcomes
KPIs You'll Own
Net Revenue Retention (NRR)
Track expansion revenue as percentage of prior year base—target 120%+ to demonstrate growth velocity within existing customer base.
Sales Forecast Accuracy
Measure variance between forecast and actual closed revenue—target 90%+ accuracy to drive predictability.
Average Deal Size (ADS)
Monitor average contract value for new expansion deals—track growth trajectory as you scale multi-threaded account penetration.
Sales Productivity per Rep
Track quota attainment and revenue per seller—benchmark against industry standards and internal targets.
Customer Concentration Risk
Monitor revenue distribution across top accounts to ensure healthy portfolio and reduce single-customer dependency.
Tools & Stack
Your Team
Your Manager
VP of Enterprise Sales or Chief Revenue Officer (not specified)
Current Team
North America Strategic Enterprise expansion sellers—size and tenure not specified
New backfill role; opportunity to scale team based on growth plan
The Package
Salary
$200K-$280K base
Variable
Expected 30-50% variable (bonus/commission structure not specified)
Equity
Likely included as private company equity grant (standard for Director level)
Remote
On-site, San Francisco, CA
Benefits & Perks
Company Intelligence
HackerOne is the global leader in Continuous Threat Exposure Management (CTEM), combining agentic AI with the world's largest security researcher community. Trusted by Fortune 500 companies, public sector innovators (including US DoD), and AI leaders like Anthropic and Goldman Sachs to continuously discover, validate, and remediate cyber exposures at scale.
Customers
Anthropic, Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, U.S. Department of Defense
Culture
Customer Obsessed, Default to Disclosure (transparency/integrity), Win Together (empowerment, inclusion, respect, accountability)
Is This Role For You?
- You've built and scaled enterprise sales teams that grew from $10M+ to $50M+ ARR; you understand what it takes to lead high-performers in complex, multi-threaded deals
- You're energized by strategic expansion plays—not just closing new logos, but deepening relationships with existing customers and multiplying account value
- You can translate company strategy into clear departmental goals and own full P&L accountability; forecast accuracy and pipeline discipline matter to you
- You thrive in high-growth, inflection-point companies where the market is shifting rapidly and offensive security is becoming table stakes
- You have executive presence and can operate comfortably at C-suite level while also being hands-on with your team
- You're looking to manage a large team (20+) immediately; this is a scale-and-build role starting with a smaller, high-performing group
- You prefer fully remote work; this role is on-site in San Francisco with regular customer engagement and cross-functional collaboration
- You're unfamiliar with enterprise security/compliance sales cycles; deals here involve legal, security, AI governance, and multi-threaded stakeholders
Interview Process
Recruiter Screen
Background, sales experience, and fit for enterprise/strategic expansion leadership
Hiring Manager Conversation
Deep dive on North America strategy, team-building philosophy, and approach to scaling complex deals
Customer Reference Calls
Speak directly with current HackerOne enterprise customers about their strategic partnership experience
Executive Round
Meet with VP Sales/CRO and potentially CEO; align on vision, strategy, and expectations for expansion
Offer & Close
Final offer discussion and onboarding timeline
Interested in this role?
Apply now and hear back within days, not weeks.
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