HackerOne is a global leader in offensive security solutions.

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 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