Director of Revenue Strategy & Operations

HackerOne is the global leader in human-powered security, harnessing the creativity of the world’s largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

Director of Revenue Strategy & Operations

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

Position Summary

HackerOne is seeking a highly experienced and strategic Director of Revenue Strategy & Operations to lead the Strategic business partner organization, covering strategy, planning, and Revenue compensation. This role will directly manage the design, implementation, and governance of commission structures for the Revenue team, ensuring alignment with defined company objectives and strategies. You will drive the team to core strategic initiatives from identification through data to implementation and execution. As a critical leader in the Revenue Operations organization, this individual will partner with Sales, Marketing, Finance, HR, and other key stakeholders to enhance productivity, drive strategic initiatives, retain top talent, and ensure transparency and equity in compensation plans.

At HackerOne, we embrace a Flexible Work approach, enabling our team members to work remotely while maintaining productivity and collaboration. We are seeking candidates located in Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC; and the surrounding metropolitan areas to facilitate occasional in-person interactions as needed. While the position is primarily remote, there will be periodic in-person requirements to support team collaboration and foster stronger connections. This approach ensures flexibility while providing opportunities to build meaningful in-person relationships that strengthen our team and company culture.

Key Responsibilities

Sales Strategy and Planning

• Lead the development and execution of strategic sales initiatives to drive revenue growth and achieve organizational objectives

• Partner with Sales Leadership on annual sales planning, including territory design, quota setting, and resource allocation

• Provide strategic insights and recommendations based on market trends, performance metrics, and business objectives

Sales Compensation Ownership

• Develop and implement scalable, competitive sales compensation plans that align with company goals

• Oversee the governance, administration, and accuracy of commission structures and payouts

• Collaborate with Finance and HR to ensure compliance, equity, and alignment with total rewards strategy

Performance Analytics and Forecasting

• Monitor and analyze key sales metrics to identify opportunities for improvement and growth

• Lead forecasting efforts in collaboration with Revenue Operations, ensuring accurate pipeline and revenue projections

• Deliver actionable insights to senior leaders through clear, data-driven reporting

Cross-Functional Collaboration

• Partner with Sales, Marketing, Finance, and HR to align strategies and drive operational excellence

• Act as a trusted advisor to Sales Leadership, providing guidance on compensation structures, territory optimization, and strategic initiatives

• Support go-to-market initiatives by aligning sales strategies with marketing campaigns and product launches

Team Leadership and Development

• Build and lead a high-performing Sales Strategy and Compensation team, fostering a culture of collaboration, innovation, and continuous improvement

• Mentor and develop team members to advance their careers while supporting HackerOne’s mission

Minimum Qualifications  

• 15+ years in Sales Strategy, Revenue Operations, or Sales Compensation, with at least 5 years in a leadership role

• Proven track record of designing and managing global sales compensation programs and driving sales strategy for high-growth organizations

• Deep expertise in sales strategy, planning, and compensation design

• Proficiency in sales performance and commission software (e.g., Captivate IQ, SPIFF, or similar)

• Advanced analytical skills with experience in forecasting and reporting tools (e.g., Excel, Tableau, Power BI)

• Strong strategic thinking with the ability to translate business goals into actionable plans

• Excellent communication and presentation skills, with the ability to influence and collaborate at all organizational levels

• Exceptional problem-solving abilities and attention to detail

• Experience working in fast-paced, high-growth environments

Compensation Bands:
Tier Guide

• Tier A $184K – $202K • Offers Equity

• Tier B $165K – $202K • Offers Equity

• Tier C $156K – $195K • Offers Equity

#LI-Remote

#LI-KM1

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

• Flexible Work Stipend

*Eligibility may differ by country

We are a Circle Back Initiative Employer and commit to responding to every applicant.

We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).

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.

HackerOne Values

HackerOne commits to maintaining a strong, inclusive culture built for our employees and our community of hackers. We are driven by our five core values. We recognize that our mission is bigger than us, and therefore act with integrity at all times. As a team, we believe that transparency builds trust so we default to disclosure in our communications. Each individual executes with excellence, creating an environment of greater alignment and greater autonomy. We win as a team and respect all people to empower everyone to learn from each other, innovate, and grow.