HackerOne - Senior GTM Operations Engineer
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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
Responsibilities
• Architect with business partners • Embed 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 our 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 • Build AI-native GTM capabilities • 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 • Increase speed, predictability, and quality of outcomes • 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
Benefits
• Tier A$153K – $187K • Offers Equity • Tier B$137K – $168K • Offers Equity • HackerOne Pay Transparency • HackerOne defaults to disclosure in its pay transparency approach. All jobs are posted with the target hiring range, which is a subset of the full pay range for that role. We expect offers to be made within the target hiring range based on the selected candidate’s alignment to functional requirements for the role and our Talent and Leadership Principles. • Our U.S. compensation structure is based on the cost of labor by hub location. Candidates are assigned to a pay tier based on the hub they are aligned to. • Tier Locations • If you meet the criteria of the job requirements, we encourage you to apply. Our Talent Acquisition team can answer any salary-related questions you may have during the process. • 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. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. 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. With the industry shifting, 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 • HackerOne Values • HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability. • Customer Obsessed • Default to Disclosure • Win Together • Senior GTM Operations Engineer • Remote Location: Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC • Tier A: $153-187k • Tier B: $137-168k • 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 • Eligibility may differ by country • We're committed to building a global team! For certain roles outside the United States, India, the U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR). • Visa/work permit sponsorship is not available. • Employment at HackerOne is contingent on a background check.
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