Vice President – Go-To-Market Operations

🕒 6 dias atrás

🏄 California, District of Columbia, +3 estados a mais – Remoto

🏄 California – Remote 🏛️ District of Columbia – Remote 🍂 Massachusetts – Remote 🤠 Texas – Remote ☕ Washington – Remote

💵 $300.000 - $350.000 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Vice-presidente

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HackerOne

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2012

💼 Consultoria

🏥 Saúde

📦 Logística

💰 $49.000.000 Series E em 2022-01

Consulting • Healthcare • Logistics

A HackerOne é uma plataforma que conecta empresas a hackers éticos para identificar e corrigir vulnerabilidades de segurança. Oferece serviços como: • Programas de bug bounty • Pentest as a Service (PtaaS) • Testes contínuos de segurança • Programas de divulgação de vulnerabilidades (VDP) • Testes de segurança e safety de IA • Segurança de aplicações e de nuvem. A HackerOne mobiliza uma comunidade global de hackers éticos que ajudam empresas a proteger seus ativos digitais, encontrando e corrigindo vulnerabilidades. Combinando recursos humanos e de IA, a HackerOne busca superar os cibercriminosos e elevar o nível de segurança em diversos setores, como automotivo, serviços financeiros, governo, saúde e varejo. A empresa também oferece recursos educacionais, como o Hacker101, para treinar e desenvolver as habilidades de pessoas interessadas em cibersegurança.

Descrição

• 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 • 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 • 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 • 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 • 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

🎯 Requisitos

• 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

🏖️ Benefícios

• 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