Vice President, Go-To-Market Operations

Job description

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, Go-To-Market (GTM) Operations

Remote Location: Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC

Position Summary

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 Do

Architect an AI-Native Revenue Operating Model

Institutionalize AI-driven workflows across pipeline management, forecasting, territory planning, and customer lifecycle orchestration

Embed automation and intelligence into systems, dashboards, and daily operating rhythms

Establish global standards for data hygiene, tooling adoption, and workflow consistency

Build the infrastructure to enable a global enterprise focused revenue organization in a product value and data-centric motion

Transformational Leadership & Planning

Lead transformation initiatives around revenue planning, pricing, process improvement and enablement across the organization

Partner with Finance and Revenue leadership to drive long-range and annual planning, including quota design, territory alignment, capacity modeling, and incentive optimization

Translate corporate strategy into measurable GTM execution plans

Work with product leadership to operationalize pricing and packaging and enablement to support evolving product strategy and optimize revenue performance

Design commission and incentive structures that reward value creation, product adoption, and long-term customer success

Revenue Intelligence & Predictive Analytics

Implement predictive forecasting models leveraging AI and advanced analytics

Build executive-level dashboards that connect pipeline health, win rates, sales velocity, CAC, LTV, and retention to strategic outcomes

Drive scenario planning and sensitivity modeling to inform strategic decisions

Establish leading indicators for growth, churn risk, and expansion opportunities

Institutionalize data-driven insights and decision-making across Sales, Customer Success, Channel, and Marketing

Operational Excellence & Systems Architecture

Own the GTM systems roadmap (CRM, analytics platforms, AI tooling)

Modernize and integrate revenue tech stack for scalability, interoperability, and automation

Optimize end-to-end revenue processes to reduce friction and increase productivity

Ensure operational readiness for strategic initiatives including new product launches, pricing changes, and international expansion

Drive operational rigor in forecasting cadence, QBRs, and weekly revenue rhythms

Revenue Enablement & Productivity

Lead cross-functional enablement execution with Sales, PMM, and Product to align enablement initiatives with product strategy and market positioning

Institutionalize a data-informed enablement roadmap tied to measurable productivity outcomes

Ensure sales methodology and value-based selling frameworks are reinforced through analytics and coaching tools

Develop performance scorecards that empower frontline leaders with actionable insights

Outcomes & Impact

Revenue forecast accuracy ±5%

Higher ARR per seller/ Improved pipeline conversion

Shorter, more efficient sales cycles

Increased pipeline conversion and improved retention/expansion rates

A single executive revenue dashboard used consistently by the ELT and Board

Minimum Qualifications

12+ years of experience in strategic and revenue operations, including 5+ years leading Global GTM Operations

Proven experience scaling GTM operations in high-growth SaaS or cybersecurity companies

Demonstrated success modernizing revenue tech stacks and embedding AI or advanced analytics into GTM workflows

Domain knowledge in revenue operations, GTM strategy, marketing operations, and incentive design

Strong financial acumen with experience in capacity modeling, forecasting, and IPO readiness

Exceptional analytical rigor with ability to translate complex data into strategic insight

Exceptional first-principles problem-solving

Executive presence and experience influencing C-level and Board stakeholders

Bachelor's degree required; MBA or advanced degree preferred

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Preferred Qualifications

Experience operating in AI-native or product-led growth environments

Experience building predictive revenue analytics and AI-enabled forecasting models

Experience leading global GTM teams across multiple regions

Experience preparing revenue infrastructure for IPO or public company scaleJob 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, al

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Who can apply

Review the original listing for work authorization, qualifications and employer requirements.