Director, Marketing Operations at Hackerone

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 [Upgrade to PRO to see link] 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. DIRECTOR, MARKETING OPERATIONS REMOTE LOCATIONS: - BOSTON, MA - SEATTLE, WA - SAN FRANCISCO BAY AREA - AUSTIN, TX - WASHINGTON, DC POSITION SUMMARY As the Director of Marketing Operations, you will modernize and re-architect HackerOne’s marketing-to-revenue engine, leading the build of an AI-native demand operating model that connects targeting, activation, journey orchestration, analytics, and revenue performance into a cohesive system. You will improve speed and outcome quality by turning signal, intent, and performance data into action across the complete funnel. Partnering with the CMO, RevOps, Data & Analytics, and Demand Generation, you will embed AI and advanced analytics into ICP development, account prioritization, and optimization to drive predictable pipeline and scalable growth. This position reports to our CMO and is located remotely in the US. 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 AND SCALE AN AI-NATIVE MARKETING-TO-REVENUE ENGINE - Redesign the marketing operating model to connect targeting, activation, journey orchestration, analytics, and pipeline performance into a predictable, scalable marketing-to-revenue system. - Build AI-enabled workflows that move faster and with higher signal, including segmentation, scoring, routing, and lifecycle progression across the customer journey. - Translate growth strategy into measurable operating plans tied directly to pipeline contribution, conversion, and revenue outcomes. TURN SIGNAL, INTENT, AND PERFORMANCE DATA INTO ACTION - Establish AI-assisted funnel intelligence to detect conversion gaps, pipeline leakage, and journey friction early, then drive interventions that improve flow from engagement to pipeline. - Build decision-ready dashboards and performance narratives that connect marketing activity to revenue impact, with clear recommendations and owners. - Use experimentation and advanced analytics to improve targeting precision, sales velocity, and demand efficiency. ICP, SEGMENTATION, AND ACCOUNT PRIORITIZATION - Operationalize ICP and segmentation using enrichment, intent, and performance data; keep targeting logic current as results change. - Improve account/lead quality through data standards, enrichment strategy, and continuous feedback loops (win/loss, pipeline outcomes). DESIGN AND EVOLVE THE AI-ENABLED MARKETING TECHNOLOGY ARCHITECTURE - Define and evolve the martech strategy to support AI-native demand generation, including interoperable data flows across MAP, CRM, intent, enrichment, and analytics. - Evaluate and optimize tools based on measurable impact on pipeline quality, targeting accuracy, automation coverage, and operating speed. - Ensure the stack produces insight-ready, trustworthy data with clear standards for taxonomy, lifecycle definitions, and attribution. INCREASE SPEED, PREDICTABILITY, AND QUALITY OF OUTCOMES - Identify friction across the customer journey and deploy automation and AI-supported interventions to accelerate conversion and improve handoff quality. - Reduce manual work through automation while improving signal quality, QA, and execution consistency across campaigns and lifecycle programs. - Strengthen alignment with RevOps and Sales through shared definitions, SLAs, and operating cadences that improve forecast predictability and marketing’s measurable revenue contribution. - Establish clear ownership and accountability for marketing’s contribution to pipeline and revenue, ensuring consistent execution and measurable outcomes. MINIMUM QUALIFICATIONS   - 5+ years in Marketing Operations, GTM Operations, or Revenue Operations in B2B SaaS - Demonstrated experience redesigning marketing operating models to support enterprise demand generation - Proven ability to embed AI or advanced analytics into real marketing workflows - Experience leading and evolving complex marketing technology ecosystems including MAP, intent data, enrichment, and CRM integration - Strong analytical rigor with demonstrated data-driven decision making, translating complex funnel data into strategic growth recommendations - Experience continuously optimizing ICP frameworks through data-driven attribution and enrichment analysis - Executive presence with experience influencing cross-functional stakeholders PREFERRED QUALIFICATIONS - Experience scaling marketing operations in cybersecurity or enterprise SaaS Experience building predictive pipeline analytics and demand intelligence models - Experience operating in AI-native or product-led growth environments COMPENSATION BANDS: - Tier A (San Francisco): $195,000 to $215,000 + equity - Tier B (Boston, Seattle, Austin, Washington DC): $175,000 to $200,000 + equity #LI-MH1 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 [Upgrade to PRO to see link] 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.