Strategic Sales Operations Manager
About The Position
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.
Requirements
- 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.
Nice To Haves
- 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.
Responsibilities
- 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.
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
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
