Vice President, Go-To-Market Operations

About the role

HackerOne is seeking a Vice President of Go-to-Market Operations to lead the transformation of its revenue organization. This role involves building an AI-first operating infrastructure that connects strategy to execution through data, automation, and predictive insights. You will architect the operating system that powers HackerOne's transformation into an AI-native, product-driven company.

Key facts

What you'll do

• Design and implement an AI-enabled GTM operating framework to drive predictable growth.
• Embed AI-driven workflows into pipeline management, forecasting, territory planning, and customer lifecycle orchestration.
• Lead transformation initiatives for revenue planning, pricing, process improvement, and enablement.
• Partner with Finance and Revenue leadership on long-range and annual planning, including quota design and incentive optimization.
• Implement predictive forecasting models using AI and advanced analytics.
• Build executive dashboards connecting pipeline health, win rates, sales velocity, CAC, LTV, and retention to strategic outcomes.
• Own the GTM systems roadmap, including CRM, analytics platforms, and AI tooling.
• Lead cross-functional enablement execution with Sales, PMM, and Product.

Requirements

• 12+ years in strategic and revenue operations, with 5+ years leading Global GTM Operations.
• Experience scaling GTM operations in high-growth SaaS or cybersecurity environments.
• Demonstrated success modernizing revenue tech stacks and integrating AI or advanced analytics into GTM workflows.
• Expertise in revenue operations, GTM strategy, marketing operations, and incentive design.
• Strong financial acumen, including capacity modeling, forecasting, and IPO readiness.
• Exceptional analytical skills to translate complex data into strategic insights.
• Strong problem-solving abilities using first principles.
• Executive presence and experience influencing C-level and Board stakeholders.
• Bachelor's degree.

Nice to have

• Experience 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.
• MBA or advanced degree.

Skills & tools

• CRM platforms
• Analytics platforms
• AI tooling
• Predictive forecasting models

Practical notes

• Visa/work permit sponsorship is not available for this role.
• Employment is contingent on a background check.
• Benefits include health, life, and disability insurance, equity stock options, retirement plans, unlimited PTO, paid parental leave, and an Employee Assistance Program.