Strategic Sales Operations Manager 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. STRATEGIC SALES OPERATIONS MANAGER REMOTE LOCATION: BOSTON, MA; SEATTLE, WA; SAN FRANCISCO BAY AREA; AUSTIN, TX; OR WASHINGTON, DC POSITION SUMMARY At HackerOne, the Strategic Sales Operations Manager plays a critical role in deepening our revenue organization’s analytical capabilities and operational rigor. You will partner closely with Sales, Customer Success, Partnerships, and Sales Strategy to improve pipeline effectiveness, expansion growth, and forecast integrity through durable, data-driven insights. You will independently craft scalable analytical frameworks that help leaders understand what is happening in the business and why — translating complex data into clear, actionable recommendations that improve decision-making and execution across the GTM organization. Success in this role means delivering clarity, consistency, and confidence as HackerOne continues to scale. 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 - Design and evolve pipeline & forecast analytics across New, Expansion, and Renewal growth, applying Data-Driven Decision Making to drive measurable improvements in progression, growth, forecast accuracy, and pipeline sufficiency. - Build repeatable dashboards and automated frameworks that reduce manual effort and enable self-service insights for revenue leaders, demonstrating an AI First mindset that prioritizes automation, tooling, and scalable architecture. - Partner cross-functionally with Sales, Customer Success, Marketing, Partnerships, and Finance to identify conversion gaps, execution risks, and pipeline health issues — adapting priorities with Change Agility as business needs evolve. - Analyze cohort-based conversion trends (e.g., opportunity-to-booking, expansion attach rates) and translate findings into actionable planning, capacity, and execution implications using First Principles Problem Solving. - Support renewals and churn visibility work by helping define baselines, directional risk indicators, and forecasting inputs grounded in clear assumptions and consistent definitions. - Translate analytical outputs into concise narratives, recommendations, and tradeoffs for executive and leadership audiences to support forecast and pipeline cadences. - Contribute to sales planning activities such as quota modeling, capacity analysis, and performance diagnostics, ensuring deliverables are scalable, reusable, and grounded in principle-led analysis. - Drive standardization of inputs, definitions, and processes across regions and functions to improve consistency, data quality, and operational efficiency. MINIMUM QUALIFICATIONS   - 10+ years of experience in Sales Strategy, Revenue Operations, Business Operations, or a similar analytical function with cross-GTM influence. - Demonstrated hands-on collaboration with Sales, Customer Success, Marketing, and Finance — including partnering with senior executives and influencing decisions through analysis (executive presence required). Advanced proficiency in Excel and Google Sheets (modeling, automation, structured analysis). - Proven experience building repeatable, scalable reporting frameworks and analytical systems (not one-off analyses). - Experience with Salesforce and BI/analytics tools; ability to partner with centralized data teams to build and validate reporting. PREFERRED QUALIFICATIONS - Experience leading forecast, pipeline, and planning cadences, including preparation and executive support. - Experience working across subscription-based, renewal, or expansion revenue models. - Familiarity with Looker, Tableau, or other BI platforms. Compensation Bands: Tier Guide [Upgrade to PRO to see link] Tier A: $175,000-$195,000 Tier B: $158,000-$193,000 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.