Director of Revenue Strategy and Operations

Summary

Join HackerOne as the Director of Revenue Strategy & Operations, a remote position based in Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC. Lead the strategic business partner organization, overseeing sales strategy, planning, and revenue compensation. Develop and implement sales compensation plans, ensuring alignment with company objectives. Monitor key sales metrics, provide data-driven insights, and collaborate with cross-functional teams. Build and lead a high-performing team, fostering a culture of collaboration and innovation. This role requires 15+ years of experience in sales strategy, revenue operations, or sales compensation, with at least 5 years in a leadership role. HackerOne offers a competitive compensation package, including equity, and various benefits.

Requirements

• 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

Responsibilities

• 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
• 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
• 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
• 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
• 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

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