Senior GTM Operations Engineer

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 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.

Senior GTM Operations Engineer

Remote Location: Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC

Position Summary

At HackerOne, our Go-to-Market (GTM) Operations function is modernizing and re-architecting the revenue engine, leading the build of an AI-native GTM operations model that connects planning, execution, analytics, and performance into a cohesive, scalable system. We are looking for a Senior GTM Operations Engineer to partner with GTM stakeholders to diagnose complex operational challenges, reimagine how they should work, and build the AI-native capabilities that make that vision real.

Reporting to the Head of GTM Operations, you will partner with Marketing, Sales, and other functions across the organization to deconstruct and reimagine processes from first principles. You will design and implement agentic workflows, lightweight integrations, and intelligent automations that make our revenue teams faster, smarter, and more consistent. You will bring the analytical rigor to measure what's working and the executive presence to influence what changes.

At HackerOne, we embrace a Flexible Work approach that gives us the freedom to do our best work while also fostering the connections and community that make us stronger. Reflecting this philosophy, this is a remote role targeted for candidates within ~50 miles of Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC. We believe this balance of proximity and flexibility gives Hackeronies the chance to occasionally come together – fostering collaboration, connection, and in-person moments that enrich our culture – while still preserving the benefits of remote work.

What You Will Do

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

Minimum Qualifications  

• 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

Preferred Qualifications

• 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

Compensation Bands:
Tier Guide

Tier A: $153-187k

Tier B: $137-168k

#LI-Remote

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Job 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

*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.

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.