Vice President, Go-To-Market Operations

About the role

HackerOne is seeking a highly experienced Vice President of Go-to-Market Operations to lead and transform its revenue organization. This leadership role involves designing and implementing an innovative, AI-first operating infrastructure that seamlessly connects strategic planning to execution through data-driven insights, automation, and predictive analytics. The successful candidate will architect the operating system that will enable HackerOne to evolve into an AI-native, product-driven company, ensuring the organization's go-to-market functions are optimized for growth, efficiency, and scalability. This role requires a strategic thinker with a deep understanding of revenue operations, technology, and organizational transformation, capable of working closely with executive leadership to drive measurable results and long-term success.

Key facts

What you'll do

• Lead the design and implementation of an AI-enabled go-to-market operating framework that drives predictable and scalable growth across all revenue functions.
• Embed AI-driven workflows into core processes such as pipeline management, forecasting, territory planning, and customer lifecycle orchestration to enhance accuracy and efficiency.
• Spearhead transformation initiatives related to revenue planning, pricing strategies, process improvements, and enablement programs to ensure alignment with the company's strategic goals.
• Collaborate closely with Finance and Revenue leadership to develop long-range and annual planning processes, including designing quotas, incentive schemes, and compensation plans that motivate and align teams.
• Develop and deploy predictive forecasting models utilizing AI and advanced analytics to improve revenue predictability and decision-making accuracy.
• Build comprehensive executive dashboards that connect key performance indicators such as pipeline health, win rates, sales velocity, customer acquisition cost (CAC), lifetime value (LTV), and retention metrics to strategic business outcomes.
• Own and oversee the GTM systems roadmap, including the management and enhancement of CRM platforms, analytics tools, and AI-enabled systems to support operational excellence.
• Lead cross-functional enablement initiatives, working closely with Sales, Product Marketing, and Product teams to ensure alignment, training, and adoption of new tools and processes.
• Drive data-driven decision-making culture across the organization by establishing best practices for analytics, automation, and AI integration.
• Influence organizational change by communicating strategic vision, building consensus, and fostering a culture of innovation and continuous improvement.
• Monitor industry trends and emerging technologies in AI, SaaS, and cybersecurity to ensure HackerOne remains at the forefront of technological advancements in revenue operations.
• Act as a key advisor to executive leadership on operational strategies, technology investments, and organizational design to support sustainable growth.

Requirements

• Over 12 years of experience in strategic and revenue operations, with at least 5 years leading global go-to-market operations in high-growth SaaS or cybersecurity environments.
• Proven success in scaling revenue operations, modernizing revenue technology stacks, and integrating AI or advanced analytics into workflows to improve performance.
• Deep expertise in revenue operations, GTM strategy, marketing operations, and incentive compensation design.
• Strong financial acumen, including capacity modeling, revenue forecasting, and readiness for IPO or public company scale.
• Demonstrated ability to translate complex data into strategic insights and actionable plans.
• Exceptional problem-solving skills rooted in first principles thinking, with a track record of driving organizational change.
• Excellent communication and executive presence, with experience influencing C-level executives and Board members.
• Bachelor's degree required; advanced degrees such as an MBA are a plus.
• Experience working in fast-paced, high-growth environments with a focus on technology and automation.
• Ability to lead cross-functional teams and manage multiple initiatives simultaneously.
• Strong understanding of SaaS, cybersecurity, and AI trends, with a focus on operational excellence and innovation.

Nice to have

• Experience working in AI-native or product-led growth organizations.
• Background in building predictive revenue analytics and AI-enabled forecasting models.
• Experience leading global GTM teams across multiple regions and markets.
• Proven track record of preparing revenue infrastructure for IPO or scaling a public company.
• Advanced degrees such as an MBA or other relevant certifications.
• Familiarity with the latest AI tools, automation platforms, and analytics solutions used in revenue operations.

Skills & tools

• CRM platforms (e.g., Salesforce)
• Analytics platforms (e.g., Tableau, Looker)
• AI tooling and automation solutions
• Predictive forecasting models and analytics
• Data visualization and dashboard creation tools
• Revenue operations and enablement platforms

Practical notes

• Visa or work permit sponsorship is not available for this role.
• Employment is contingent upon passing a background check.
• The company offers a comprehensive benefits package, including health, life, and disability insurance, equity stock options, retirement plans, unlimited paid time off, paid parental leave, and an Employee Assistance Program.
• This position requires on-site presence at the Seattle office; remote work arrangements are not specified.
• Candidates should be prepared to engage in a fast-paced, high-growth environment, contributing to HackerOne's strategic and technological evolution.