Senior GTM Systems & Process Engineer

Job description

HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world’s largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com http://Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024). HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world’s top organizations. 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. SENIOR GTM SYSTEMS & PROCESS ENGINEER REMOTE LOCATION: BOSTON, MA; SEATTLE, WA; SAN FRANCISCO BAY AREA; AUSTIN, TX; OR WASHINGTON, DC POSITION SUMMARY At HackerOne, our Go-to-Market (GTM) Operations function is modernizing and re-architecting the revenue engine, building an AI-native operating model that connects planning, opportunity management, forecasting, quoting, contracting, fulfillment, invoicing, analytics, and performance into a cohesive and scalable system. We are looking for a Senior GTM Systems & Process Engineer to help design and scale the systems and processes that power our revenue organization. This role sits at the intersection of GTM process architecture, Salesforce administration, systems integration, and AI-enabled automation. Reporting to the Head of GTM Operations, you will partner primarily with Sales, Revenue Operations, Finance, Legal, Customer Success, and other GTM stakeholders to diagnose complex operational challenges and translate them into scalable technical solutions. You will work hands-on in Salesforce and across our GTM technology ecosystem, designing workflows, configuring systems, improving data flows, and deploying AI-enabled automations that make our revenue processes faster, smarter, and more reliable. This is not an Apex development role, nor are we looking for a traditional Salesforce administrator focused solely on system maintenance. The ideal candidate combines strong hands-on Salesforce and revenue systems expertise with an understanding of how complex enterprise sales processes work from opportunity creation through forecasting, quoting, contracting, entitlements, and invoicing. 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. WHAT YOU WILL DO - Architect and improve complex Salesforce workflows supporting opportunity management, pipeline management, forecasting, territory management, quoting, approvals, and other critical sales processes. - Serve as a hands-on Salesforce expert, creating and maintaining fields, objects, flows, validation rules, approval processes, and other declarative configurations. Partner with developers when deeper Apex development or complex CPQ configuration is required. - Apply First Principles Problem Solving to diagnose complex GTM challenges, identify root causes, challenge legacy assumptions, and redesign processes and systems for scale. - Understand and optimize the end-to-end revenue process, including opportunity management, forecasting, quoting/CPQ, contracting, approvals, customer entitlements, downstream financial systems, and invoicing. - Partner with Sales, Revenue Operations, Finance, Legal, Customer Success, and other stakeholders to translate business requirements into scalable system and process designs. - Work with CPQ and quoting workflows, understanding how products, pricing, approvals, and quotes move through the revenue process. Deep development expertise in CPQ product rules, price rules, or discounting logic is not required. - Design and improve contract lifecycle and approval workflows, including integrations with CLM and e-signature platforms such as DocuSign or similar technologies. - Support workflows connecting commercial agreements to customer entitlements and provisioning, including centralized entitlement management platforms such as Stig or similar technologies. - Understand and improve data integrations across the revenue technology ecosystem, including how GTM data moves between Salesforce, data lakehouse environments, Workday and other financial or operational systems through invoicing. - Champion an AI First approach by identifying manual or inefficient GTM processes and designing, building, and deploying AI-enabled workflows, automations, and agentic systems that improve execution quality and scalability. - Evaluate the GTM technology ecosystem and emerging AI-native platforms, identifying opportunities to simplify architecture, automate workflows, improve data quality, and increase operational leverage. - Establish governance standards, shared definitions, system-of-record integrity, and operational best practices that improve consistency and reliability across GTM systems. - Design system instrumentation and feedback loops that improve forecasting accuracy, pipeline visibility, data quality, and operational performance. - Partner with Sales and Revenue Operations teams operating within structured sales methodologies such as MEDDIC/MEDDPICC, ensuring systems and workflows reinforce effective opportunity management and forecasting practices. - Communicate technical concepts, process trade-offs, system constraints, and solution recommendations clearly to both technical and non-technical stakeholders. MINIMUM QUALIFICATIONS - 5+ years of experience in Revenue Systems, Sales Systems, GTM Systems, Business Systems, Revenue Operations, or a closely related role within a B2B SaaS or technology organization. - Deep hands-on experience administering Salesforce in a complex B2B sales environment, including building Salesforce Flows, creating and managing fields and objects, configuring validation and approval processes, and maintaining system and data integrity. - Strong understanding of downstream sales and revenue processes, including opportunity management, pipeline management, forecasting, quoting, approvals, contracting, and the progression of a deal from opportunity through invoicing. - Experience working with CPQ or comparable quoting systems, with the ability to understand and improve quoting workflows and partner effectively with developers or specialists on more complex configuration. - Experience designing or supporting approval workflows and contract lifecycle processes, including CLM, e-signature, or related systems. - Demonstrated understanding of systems integrations and data flows across CRM, data platforms, financial systems, and other components of a modern revenue technology stack. - Production experience deploying AI-enabled workflows or automations. Candidates should be able to clearly explain a manual or operational process they transformed using AI, how the solution was deployed, and the measurable business outcome it produced. - Demonstrated ability to diagnose ambiguous or complex operational problems, design scalable solutions, and make thoughtful trade-offs between business requirements, process design, and technical architecture. - Strong cross-functional communication skills with the ability to translate business requirements into technical solutions and explain system architecture and trade-offs to stakeholders. PREFERRED QUALIFICATIONS - Experience with Salesforce forecasting and territory management. - Experience with Salesforce CPQ, Revenue Cloud, or comparable configure-price-quote technologies. - Experience with DocuSign, DocuSign CLM, or comparable contract lifecycle management and e-signature platforms. - Familiarity with centralized entitlement management platforms, such as Stig, and the relationship between commercial agreements, product entitlements, and customer provisioning. - Experience integrating Salesforce with data lakehouse architectures, Workday, ERP, billing, or invoicing systems. - Experience working within a MEDDIC or MEDDPICC sales methodology and understanding how opportunity management processes and CRM design support the methodology. - Experience designing or deploying agentic AI workflows, AI-enabled operational tooling, or intelligent automation across Sales or Revenue Operations. - Experience working with complex pricing, packaging, or consumption/credit-based commercial models. - Experience scaling revenue systems within cybersecurity, enterprise SaaS, AI-native, or high-growth technology organizations. - Experience establishing governance frameworks, operational standards, and scalable systems across multiple GTM functions. COMPENSATION BANDS: Tier A: $175k - $190k Tier B: $160 - $175k #LI-Remote #LI-MH1 JOB 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 https://remote.com/preemployment-faq 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, all qualified applicants with arrest and conviction records will be considered for the position.