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About the Role

HackerOne is seeking a Senior GTM Operations Engineer to modernize and re-architect the revenue engine by building an AI-native GTM operations model. This role involves partnering with GTM stakeholders to diagnose operational challenges, reimagine processes, and build AI-native capabilities to enhance revenue team efficiency and effectiveness.

Responsibilities

• Architect with business partners by embedding with stakeholders across Revenue Operations, Sales, Marketing, Channel Partners, and Finance to diagnose operational challenges using first-principles thinking.
• Translate growth strategy and identified gaps into re-designed processes across core GTM workflows including forecasting, pipeline management, quote-to-cash, planning, sales enablement, and partner operations.
• Design outbound motion infrastructure including sequencing logic, territory and account prioritization, signal-based triggers, and rep-facing tooling that drives consistent, high-quality outbound execution at scale.
• Evaluate the GTM tech stack (e.g., Salesforce, Gong, Clay, ZoomInfo, Looker) and define the future state to leverage AI-native tooling and drive greater GTM agility.
• Design AI-enabled workflows that improve the speed, consistency, and quality of GTM execution.
• Build tools and deploy modern AI capabilities to connect systems, automate tasks, and surface actionable intelligence without over-engineering.
• Instrument GTM systems and architect the data flows that enable accurate pipeline analytics, forecasting, and planning.
• Build integrations and feedback loops (e.g., win/loss signals, conversion, pipeline flow) that continuously improve the quality of inputs into processes and analytics models.
• Own solutions end-to-end: design, build, test, iterate, and support.
• Establish and enforce shared definitions, data standards, system-of-record hygiene, and workflow governance to improve behavior consistency, execution quality, and alignment across functions (e.g., RevOps, Sales, Enablement, Marketing, etc.).
• Reduce manual work through automation while improving signal quality, execution consistency, and operational reliability across GTM workflows.
• Reduce tool sprawl, complexity, and process redundancy.

Requirements

• 5+ years of experience in GTM Engineering, Revenue Operations, or a closely related role in B2B SaaS or AI companies.
• Proven ability to build AI-enabled workflows or automation in a GTM operations context - not just designing them, but shipping them.
• Deep familiarity with Salesforce CRM and fluency across GTM domains (forecasting, pipeline management, quote-to-cash, sales enablement) to challenge and redesign how leaders in those areas operate.
• Strong analytical rigor and data-driven decision making to validate system design, measure impact, and surface recommendations.
• Executive presence with experience influencing cross-functional stakeholders.
• Experience scaling GTM operations in cybersecurity or enterprise SaaS.
• Experience building predictive analytics and forecasting intelligence models.
• Experience operating in AI-native or product-led growth environments.
• Employment at HackerOne is contingent on a background check.

Skills

• AI-native GTM operations model
• AI-enabled workflows
• Salesforce CRM
• GTM domains (forecasting, pipeline management, quote-to-cash, sales enablement)
• Analytical rigor
• Data-driven decision making
• Executive presence
• Cross-functional stakeholder influence
• GTM tech stack evaluation
• Integration building
• Automation

Location

• Remote
• Boston, MA
• Seattle, WA
• San Francisco Bay Area
• Austin, TX
• Washington, DC

Work Type

• Remote
• Flexible Work

Experience Level

• Senior

Salary/Compensations

• Tier A: $153-187k
• Tier B: $137-168k

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

About the Company

• HackerOne is a global leader in Continuous Threat Exposure Management (CTEM).
• The HackerOne Platform unites agentic AI solutions with the ingenuity of the world’s largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems.
• Industry leaders, including Anthropic, Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems.
• HackerOne was recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024).
• HackerOne is at a pivotal inflection point in the security industry.
• Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever.
• HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world’s top organizations.
• HackerOne Values: Customer Obsessed, Default to Disclosure, Win Together.

Equal Opportunity

• HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws.
• This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship.
• HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time.
• For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.