Vice President, Go-To-Market Operations

About the Role

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 a modern, intelligence-powered revenue organization. The Vice President of Go-to-Market Operations will architect the operating system that powers HackerOne’s transformation, connecting strategy, data, AI, and execution to create a predictable, scalable, and efficient revenue engine.

Reporting to the CEO and as a key member of the Revenue Leadership Team, you will build 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.

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.

Responsibilities

• Architect an AI-Native Revenue Operating Model:
  • Design and implement a scalable, AI-enabled GTM operating framework that transforms our 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 the 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.

Requirements

• 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 the 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.