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Responsibilities
HackerOne, a global leader in security solutions, is transforming into an AI-native, product-driven company — and our go-to-market engine must evolve accordingly. We are seeking a strategic and systems-oriented VP of Go-to-Market Operations to lead the transformation and build of a modern, intelligence-powered revenue organization.The Vice President Go-to-Market Operations will architect the operating system that powers HackerOne transformation - connecting strategy, data, AI, and execution to create a predictable, scalable, and efficient revenue engine. Revenue Operations, GTM Strategy, Commissions, Revenue Enablement, and GTM Systems functions are within the scope of the VP. Reporting to the CEO, and as a key member of the Revenue Leadership Team, you will be responsible for building an AI-first operating infrastructure that connects strategy to execution through data, automation, and predictive insight.You will move the organization from reactive reporting to real-time revenue intelligence — embedding AI into forecasting, territory design, pipeline management, and productivity optimization. The ideal candidate has led organizational transformation at scale and designed systems that create durable operating leverage high-growth SaaS or cybersecurity environments.This is not simply a process optimization role — it is a mandate to reimagine how revenue teams operate in an AI-native enterprise.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 Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; 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.What You Will DoArchitect an AI-Native Revenue Operating ModelInstitutionalize AI-driven workflows across pipeline management, forecasting, territory planning, and customer lifecycle orchestrationEmbed automation and intelligence into systems, dashboards, and daily operating rhythmsEstablish global standards for data hygiene, tooling adoption, and workflow consistencyBuild the infrastructure to enable a global enterprise focused revenue organization in a product value and data-centric motionTransformational Leadership & PlanningLead transformation initiatives around revenue planning, pricing, process improvement and enablement across the organizationPartner with Finance and Revenue leadership to drive long-range and annual planning, including quota design, territory alignment, capacity modeling, and incentive optimizationTranslate corporate strategy into measurable GTM execution plansWork with product leadership to operationalize pricing and packaging and enablement to support evolving product strategy and optimize revenue performanceDesign commission and incentive structures that reward value creation, product adoption, and long-term customer successRevenue Intelligence & Predictive AnalyticsElevate Revenue Operations into a forward-looking intelligence engine:Implement predictive forecasting models leveraging AI and advanced analyticsBuild executive-level dashboards that connect pipeline health, win rates, sales velocity, CAC, LTV, and retention to strategic outcomesDrive scenario planning and sensitivity modeling to inform strategic decisionsEstablish leading indicators for growth, churn risk, and expansion opportunitiesInstitutionalize data-driven insights and decision-making across Sales, Customer Success, Channel, and MarketingOperational Excellence & Systems ArchitectureOwn the GTM systems roadmap (CRM, analytics platforms, AI tooling)Modernize and integrate revenue tech stack for scalability, interoperability, and automationOptimize end-to-end revenue processes to reduce friction and increase productivityEnsure operational readiness for strategic initiatives including new product launches, pricing changes, and international expansionDrive operational rigor in forecasting cadence, QBRs, and weekly revenue rhythmsRevenue Enablement & ProductivityLead cross-functional enablement execution with Sales, PMM, and Product to align enablement initiatives with product strategy and market positioningInstitutionalize a data-informed enablement roadmap tied to measurable productivity outcomesEnsure sales methodology and value-based selling frameworks are reinforced through analytics and coaching toolsDevelop performance scorecards that empower frontline leaders with actionable insightsOutcomes & ImpactSuccess in this role will be defined by:Revenue forecast accuracy ±5%Higher ARR per seller/ Improved pipeline conversionShorter, more efficient sales cyclesIncreased pipeline conversion and improved retention/expansion ratesA single executive revenue dashboard used consistently by the ELT and BoardMinimum Qualifications12+ years of experience in strategic and revenue operations, including 5+ years leading Global GTM OperationsProven experience scaling GTM operations in high-growth SaaS or cybersecurity companiesDemonstrated success modernizing revenue tech stacks and embedding AI or advanced analytics into GTM workflowsDomain knowledge in revenue operations, GTM strategy, marketing operations, and incentive designStrong financial acumen with experience in capacity modeling, forecasting, and IPO readinessExceptional analytical rigor with ability to translate complex data into strategic insightExceptional first-principles problem-solvingExecutive presence and experience influencing C-level and Board stakeholdersBachelor’s degree required; MBA or advanced degree preferredPreferred QualificationsExperience operating in AI-native or product-led growth environmentsExperience building predictive revenue analytics and AI-enabled forecasting modelsExperience leading global GTM teams across multiple regionsExperience preparing revenue infrastructure for IPO or public company scaleJob Benefits:Health (medical, vision, dental), life, and disability insurance*Equity stock optionsRetirement plansPaid public holidays and unlimited PTOPaid maternity and parental leaveLeaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act)Employee Assistance Program*Eligibility may differ by countryVisa/work permit sponsorship is not available.Employment at HackerOne is contingent on a background check.
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