Vice President, Go-To-Market (GTM) Operations

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