Vice President – Go-To-Market Operations

🕒 July 31

🏄 California, District of Columbia, +3 more states – Remote

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

💵 $300k - $350k / year

⏰ Full Time

🔴 Lead

👔 Vice President

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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HackerOne

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2012

💼 Consulting

🏥 Healthcare

📦 Logistics

💰 $49M Series E on 2022-01

Consulting • Healthcare • Logistics

HackerOne is a platform that connects businesses with ethical hackers to identify and fix security vulnerabilities. It offers services like bug bounty programs, pentest as a service, continuous security testing, vulnerability disclosure programs, AI safety and security testing, and application and cloud security. HackerOne engages a global community of ethical hackers who help businesses secure their digital assets by finding and addressing vulnerabilities. By leveraging both human and AI resources, HackerOne aims to outmatch cybercriminals and enhance security for various sectors, including automotive, financial services, government, healthcare, and retail. The company also provides educational resources, such as Hacker101, to train and develop the skills of people interested in cybersecurity.

📋 Description

• 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

🎯 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 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

🏖️ 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