From Prospect to Partner: Jon Stone Shares HackerOne Career Story
The path from Sales Development Representatives (SDRs) to Account Executives (AEs) is a great way for those interested in a career in sales to develop valuable experience in understanding the company's products, market, and sales process, as well as developing skills in communication, negotiation, and relationship-building.
At HackerOne, SDRs focus on prospecting, qualifying leads, and setting up meetings for AEs, while developing these skills to take on more responsibilities, including closing deals and managing client relationships.
We love talking to Hackeronies about their drive and dedication to pursuing new opportunities within the company. We talked to Jon Stone, a Senior Account Executive (SAE) based in the U.K., about his career, how he made the leap from SDR to AE, and how others can follow the same path.
Why did you join HackerOne?
I have a strong interest in cybersecurity, especially on a global scale. Books like Prisoners of Geography by Tim Marshall and Countdown to Zero Day by Kim Zetter have fueled my fascination with the connections between global politics and cybersecurity.
When I decided to transition into cybersecurity, HackerOne was the only company I applied to. I was drawn to HackerOne's unique role at the forefront of ethical hacking and its mission to make the internet safer. HackerOne was the perfect place to apply my skills and passions to contribute to a cause I truly believe in.
What motivated you to transition to an AE role?
During my SDR interview, I was impressed by the academic approach the sales organization took to partnering with customers. I come from a background in advertising, where I sourced and managed my customers. I wanted to get back into a similar role where I could build and maintain relationships to form partnerships.
What skills or qualities do you believe were crucial for your growth and success in sales?
You have to be interested to be interesting. The people around me who I listen to, both colleagues and customers, are incredibly fascinating. Listening is the most crucial skill in learning, sales, and friendship.
“Mentorship and guidance from others in my career have been essential. It’s the reason I joined HackerOne. You never want to be the smartest person in the room!”
How has HackerOne's culture supported you in balancing life's milestones and professional growth?
HackerOne has a culture that enables me to find the perfect balance to overcome challenges when they present themselves. When I started at HackerOne, we had just discovered that we were expecting our first kid; I was gearing up for a promotion to AE when the kid was born!
The second promotion round to SAE coincided with our wedding and honeymoon. Juggling life and taking the role seriously while remembering why we work so hard is important. It's crucial to make the most of the moments when they present themselves.
“Successfully managing both personal and professional aspects of life, while staying focused on our goals, is truly significant. Speaking with other reps who understand the challenge would have been impossible in some other companies.”
What advice would you give to current SDRs who aspire to become AEs?
Learn the basics of sales conversations. Shadow your AE. Ask to run mock discovery calls. Understand the full process of closing a deal from start to finish. Learn when to ignore rigidity, when to be flexible, and what types of buyers your business has.
Today, Jon not only meets but exceeds targets as an SAE. He also mentors current SDRs, guiding them through the nuances of the sales process and encouraging them to envision and work toward their career aspirations.
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