[Hiring] Vice President, Go-To-Market Operations @HackerOne

Role Description

HackerOne is seeking a strategic and systems-oriented Vice President of Go-to-Market Operations to lead the transformation and build a modern, intelligence-powered revenue organization. This role will architect the operating system that powers HackerOne's transformation by connecting strategy, data, AI, and execution.

• Architect an AI-Native Revenue Operating Model
• Design and implement a scalable, AI-enabled GTM operating framework.
• 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 for a global enterprise-focused revenue organization.
• Transformational Leadership & Planning
• Lead transformation initiatives around revenue planning, pricing, process improvement, and enablement.
• Partner with Finance and Revenue leadership for long-range and annual planning.
• Translate corporate strategy into measurable GTM execution plans.
• Work with product leadership to operationalize pricing and packaging.
• Design commission and incentive structures that reward value creation and long-term customer success.
• Revenue Intelligence & Predictive Analytics
• Implement predictive forecasting models leveraging AI and advanced analytics.
• Build executive-level dashboards connecting pipeline health, win rates, sales velocity, CAC, LTV, and retention.
• Drive scenario planning and sensitivity modeling for strategic decisions.
• Establish leading indicators for growth, churn risk, and expansion opportunities.
• Institutionalize data-driven insights 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 and automation.
• Optimize end-to-end revenue processes to increase productivity.
• Ensure operational readiness for strategic initiatives.
• Drive operational rigor in forecasting cadence and revenue rhythms.
• Revenue Enablement & Productivity
• Lead cross-functional enablement execution with Sales, PMM, and Product.
• Institutionalize a data-informed enablement roadmap tied to measurable productivity outcomes.
• Ensure sales methodology and value-based selling frameworks are reinforced through analytics.
• Develop performance scorecards for frontline leaders.

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 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 the ability to translate complex data into strategic insight.
• Exceptional first-principles problem-solving skills.
• Executive presence and experience influencing C-level and Board stakeholders.
• Bachelor’s degree required; MBA or advanced degree preferred.

Requirements

• 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 scale.

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).
• Employee Assistance Program.