Senior GTM Systems & Process Engineer

Role Description

At HackerOne, our Go-to-Market (GTM) Operations function is modernizing and re-architecting the revenue engine, building an AI-native operating model that connects planning, opportunity management, forecasting, quoting, contracting, fulfillment, invoicing, analytics, and performance into a cohesive and scalable system.

We are looking for a Senior GTM Systems & Process Engineer to help design and scale the systems and processes that power our revenue organization. This role sits at the intersection of:

• GTM process architecture
• Salesforce administration
• Systems integration
• AI-enabled automation

Reporting to the Head of GTM Operations, you will partner primarily with Sales, Revenue Operations, Finance, Legal, Customer Success, and other GTM stakeholders to diagnose complex operational challenges and translate them into scalable technical solutions.

This is not an Apex development role, nor are we looking for a traditional Salesforce administrator focused solely on system maintenance. The ideal candidate combines strong hands-on Salesforce and revenue systems expertise with an understanding of how complex enterprise sales processes work from opportunity creation through forecasting, quoting, contracting, entitlements, and invoicing.

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
• Washington, DC

Qualifications

• 5+ years of experience in Revenue Systems, Sales Systems, GTM Systems, Business Systems, Revenue Operations, or a closely related role within a B2B SaaS or technology organization.
• Deep hands-on experience administering Salesforce in a complex B2B sales environment, including building Salesforce Flows, creating and managing fields and objects, configuring validation and approval processes, and maintaining system and data integrity.
• Strong understanding of downstream sales and revenue processes, including opportunity management, pipeline management, forecasting, quoting, approvals, contracting, and the progression of a deal from opportunity through invoicing.
• Experience working with CPQ or comparable quoting systems, with the ability to understand and improve quoting workflows and partner effectively with developers or specialists on more complex configuration.
• Experience designing or supporting approval workflows and contract lifecycle processes, including CLM, e-signature, or related systems.
• Demonstrated understanding of systems integrations and data flows across CRM, data platforms, financial systems, and other components of a modern revenue technology stack.
• Production experience deploying AI-enabled workflows or automations.
• Demonstrated ability to diagnose ambiguous or complex operational problems, design scalable solutions, and make thoughtful trade-offs between business requirements, process design, and technical architecture.
• Strong cross-functional communication skills with the ability to translate business requirements into technical solutions and explain system architecture and trade-offs to stakeholders.

Requirements

• Architect and improve complex Salesforce workflows supporting opportunity management, pipeline management, forecasting, territory management, quoting, approvals, and other critical sales processes.
• Serve as a hands-on Salesforce expert, creating and maintaining fields, objects, flows, validation rules, approval processes, and other declarative configurations.
• Apply First Principles Problem Solving to diagnose complex GTM challenges, identify root causes, challenge legacy assumptions, and redesign processes and systems for scale.
• Understand and optimize the end-to-end revenue process, including opportunity management, forecasting, quoting/CPQ, contracting, approvals, customer entitlements, downstream financial systems, and invoicing.
• Partner with Sales, Revenue Operations, Finance, Legal, Customer Success, and other stakeholders to translate business requirements into scalable system and process designs.
• Work with CPQ and quoting workflows, understanding how products, pricing, approvals, and quotes move through the revenue process.
• Design and improve contract lifecycle and approval workflows, including integrations with CLM and e-signature platforms such as DocuSign or similar technologies.
• Support workflows connecting commercial agreements to customer entitlements and provisioning, including centralized entitlement management platforms such as Stig or similar technologies.
• Understand and improve data integrations across the revenue technology ecosystem, including how GTM data moves between Salesforce, data lakehouse environments, Workday and other financial or operational systems through invoicing.
• Champion an AI First approach by identifying manual or inefficient GTM processes and designing, building, and deploying AI-enabled workflows, automations, and agentic systems that improve execution quality and scalability.
• Evaluate the GTM technology ecosystem and emerging AI-native platforms, identifying opportunities to simplify architecture, automate workflows, improve data quality, and increase operational leverage.
• Establish governance standards, shared definitions, system-of-record integrity, and operational best practices that improve consistency and reliability across GTM systems.
• Design system instrumentation and feedback loops that improve forecasting accuracy, pipeline visibility, data quality, and operational performance.
• Partner with Sales and Revenue Operations teams operating within structured sales methodologies such as MEDDIC/MEDDPICC, ensuring systems and workflows reinforce effective opportunity management and forecasting practices.
• Communicate technical concepts, process trade-offs, system constraints, and solution recommendations clearly to both technical and non-technical stakeholders.

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

*Eligibility may differ by country