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HackerOne, a global leader in Continuous Threat Exposure Management (CTEM), is seeking a Vice President of Go-To-Market Operations to architect and lead the transformation of its revenue organization into an AI-native, product-driven engine. Reporting directly to the CEO and serving as a key member of the Revenue Leadership Team, you will design and implement a scalable, AI-enabled GTM operating framework that connects strategy, data, AI, and execution to drive predictable, efficient growth.
Your scope includes Revenue Operations, GTM Strategy, Commissions, Revenue Enablement, and GTM Systems. You will move the organization from reactive reporting to real-time revenue intelligence, embedding AI into forecasting, territory design, pipeline management, and productivity optimization. Key responsibilities include:
**Architect an AI-Native Revenue Operating Model:** Design and implement scalable, AI-enabled GTM frameworks that transform the GTM motion. 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 infrastructure to enable a global enterprise-focused revenue organization centered on product value and data-centric motion.
**Transformational Leadership & Planning:** Lead transformation initiatives around revenue planning, pricing, process improvement, and enablement. Partner with Finance and Revenue leadership on 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, 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.
**Revenue Intelligence & Predictive Analytics:** Elevate Revenue Operations into a forward-looking intelligence engine. Implement predictive forecasting models leveraging AI and advanced analytics. Build executive-level dashboards connecting 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 and the broader organization.
The ideal candidate has led organizational transformation at scale and designed systems that create durable operating leverage in high-growth SaaS or cybersecurity environments. This is a strategic, systems-oriented role focused on reimagining how revenue teams operate in an AI-native enterprise.
