[Hiring] Vice President, GTM Operations @HackerOne

Role Description

Build the future of AI-native RevOps!

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 architect a modern, intelligence-powered revenue organization.

This leader will oversee:

• Revenue Operations
• GTM Strategy
• Commissions
• Revenue Enablement
• GTM Systems

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
• Productivity optimization

The ideal candidate has designed systems that create durable operating leverage and scaled operations in 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
• Washington, DC

What You Will Do

• Architect an AI-Native Revenue Operating Model
• Design and implement a scalable, AI-enabled GTM operating framework that drives predictable growth and productivity.
• 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.
• Strategic Leadership & Planning
• 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 drive the GTM operationalization of pricing and packaging 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.
• Align investments, headcount, and enablement resources to revenue efficiency targets.
• Revenue Intelligence & Predictive Analytics
• Elevate Revenue Operations into a forward-looking intelligence engine.
• 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, marketing automation, 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, MBRs, 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.

Qualifications

• 7+ years of experience in strategic and revenue operations, including 3+ years in senior leadership roles.
• 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.

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 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 and leave under CO's Healthy Families and Workplaces Act)
• Employee Assistance Program

*Eligibility may differ by country