Product Monetization Director

HackerOne • Washington, DC

3d • Remote

About The Position

As the Product Monetization Director, you will define and establish how product monetization works at HackerOne. You will create the vision, systems, and operating model that translate product value into scalable commercial outcomes across a rapidly expanding portfolio, including AI-native products and an emerging suite of AI agents.

Reporting to the Senior Director, Product Strategy, you will operate as a principal individual contributor with enterprise-wide scope. This role combines visionary thinking with hands-on building: designing pricing models, packaging frameworks, and value realization systems, while leading the change required to embed them across Product, Finance, GTM, and Engineering. Strong learning velocity is essential, as monetization approaches must continuously evolve alongside AI capabilities, customer usage patterns, and market dynamics.

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.

Requirements

• 10+ years of experience in product monetization, pricing, or related roles with direct ownership of SaaS or platform pricing and packaging.
• Proven experience designing monetization frameworks across multi-product portfolios, including usage-based or AI-driven business models.
• Strong analytical capability, including pricing experiments, revenue modeling, and financial analysis.
• Experience operationalizing pricing decisions across systems such as CPQ, billing, and quoting platforms.

Nice To Haves

• Experience establishing a monetization function or capability where one did not previously exist.
• Experience designing monetization for AI-powered products, agents, or highly technical platforms.
• Background working with enterprise customers and complex buying journeys.
• Demonstrated ability to ramp quickly in new domains and adapt monetization approaches as conditions change.
• Cyber Security experience

Responsibilities

• AI First: Design and evolve monetization models for AI-powered products and agentic workflows, translating new capabilities into clear value metrics and pricing architectures that scale with adoption.
• Data-Driven Decision Making: Build fast, repeatable experimentation loops that connect product usage, customer behavior, and revenue outcomes—using evidence to refine monetization systems over time.
• First Principles Problem Solving: Establish foundational pricing and packaging frameworks by breaking complex product and market dynamics down to their essentials, replacing ad-hoc decisions with durable systems.
• Change Agility: Lead change across the organization as monetization moves from fragmented practices to shared frameworks, adapting approaches quickly as new information emerges.
• Define and own the end-to-end monetization lifecycle, including value definition, packaging, pricing structures, segmentation, discounting guardrails, and value realization.
• Create the initial operating model for monetization at HackerOne, clarifying decision frameworks, roles, and ways of working across Product, Finance, GTM, and Engineering.
• Partner deeply across functions to operationalize pricing models within CPQ, billing, quoting, and customer-facing workflows.
• Serve as a trusted expert and advisor by providing clear trade-off frameworks and monetization narratives that inform long-term strategy and investment decisions.
• Continuously evolve monetization systems through learning velocity and rapidly incorporating feedback from the market, customers, and internal teams.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 251-500 employees