Vice President, Go-To-Market Operations

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. 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 Design and implement a scalable, AI-enabled GTM operating framework that transforms out GTM motion and drives predictable growth. - 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 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, 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 Success in this role will be defined by: - 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 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 (#LI-IJ) 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.