Vice President – Go-To-Market Operations

HackerOne

Vice President leading Go-To-Market Operations at HackerOne. Transforming revenue organization with AI-driven frameworks and strategies for successful growth.

Posted 7/31/2026full-timeRemote • California, District of Columbia, Massachusetts, Texas, Washington • 🇺🇸 United StatesLead💰 $300,000 - $350,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in architecting AI-native revenue operating models and implementing scalable GTM frameworks that drive predictable growth. Proficient in data-driven decision-making, revenue planning, and optimizing revenue processes across cross-functional teams.

Highest-signal resume keywords

AI-Enabled GTM Framework DesignRevenue Operations LeadershipPredictive Forecasting ModelsCapacity ModelingData-Driven Insights

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Revenue OperationsGTM StrategyCapacity ModelingForecastingIncentive DesignData HygieneAI IntegrationAdvanced AnalyticsProcess ImprovementPerformance Scorecards

Soft Skills

Analytical RigorProblem-SolvingExecutive PresenceInfluencing StakeholdersCross-Functional Collaboration

Tools & Technologies

CRM SystemsAnalytics PlatformsAI ToolingRevenue Tech Stack

Certifications & Qualifications

Bachelor's DegreeMBA or Advanced Degree Preferred

Industry Keywords

SaaSCybersecurityGTM OperationsRevenue PlanningCustomer Lifecycle Orchestration

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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