Senior Sales Operations Manager

About this role

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 http://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 SALES OPERATIONS MANAGER

REMOTE LOCATION: BOSTON, MA; SEATTLE, WA; SAN FRANCISCO BAY AREA; AUSTIN, TX; OR WASHINGTON, DC

POSITION SUMMARY

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.

At HackerOne, the Senior Sales Operations Manager plays a critical role in deepening our revenue organization’s analytical capabilities and operational rigor. You sit at the core of our revenue organization, partnering closely with Sales, Customer Success, Marketing, Partnerships, and company leadership to improve pipeline visibility and operational execution through scalable reporting, AI, and automation.

You will build and own pipeline intelligence, forecast rigor, revenue analytics, and the AI automation layer that makes our GTM motion faster and smarter. The ideal candidate has already been experimenting with and building AI-powered workflows on their own, and is excited to apply agents to modernize GTM execution.

HackerOne is a platform business at its core, and the ideal candidate brings experience in that model to inform GTM strategy and revenue analytics.

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

- Own pipeline and forecast intelligence. Build and maintain inspection frameworks to provide visibility, surface risk early, track progression, and inform data-driven decision making.

- Build AI-native workflows to increase velocity and reduce friction. Use Claude and other LLM-based tools in combination with GTM data (e.g., Salesforce, Gong) to automate reporting logic, generate insights, and reduce manual work across the GTM organization. Support data hygiene and improvement in systems of record, so we build on top of reliable information.

- Drive GTM cadences that turn data into action. Translate pipeline, conversion, and activity data into executive-ready recommendations. Facilitate operating rhythm with structured analysis that drives decisions, not just updates.

- Apply First Principles Problem Solving to support operational transformation. Partner cross-functionally with Revenue, Customer Success, Marketing, Partnerships, Legal, and Finance to identify issues and build scalable fixes.

- Contribute to GTM planning with reliable performance diagnostics, pipeline analysis, productivity and capacity modeling, and quota modeling.

MINIMUM QUALIFICATIONS  

- 5-8+ years in Sales Operations, Revenue Operations, GTM Strategy, or a related analytics-heavy operational role in a B2B SaaS or platform business.

- Demonstrated experience building with AI tools through projects, personal workflows, or process hacks that show you didn't wait to be taught

- Hands-on experience with Salesforce including reporting structures, object relationships, pipeline management, and forecasting workflows.

- Proficiency in building GTM models (forecast, productivity, pipeline, capacity, etc.) and automating for repeatability.

- Proven ability to operate and build in fast-changing environments with imperfect data, adapting structure and approach as the business evolves.

PREFERRED QUALIFICATIONS

- Experience deploying AI-powered workflows in an enterprise GTM environment, including integrating LLM-based tools with CRM or sales data systems.

- Experience leading pipeline and forecast reviews with revenue and executive

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