Director of Go-To-Market Operations
HackerOne is a vulnerability coordination and bug bounty platform that connects businesses with cybersecurity researchers.
I lead Go-To-Market Operations for fast-growing SaaS companies. I play the long game making material long-lasting impact on the trajectory of the business. What is "GTM Ops"? Some companies call it "Revenue Operations" or "RevOps", some have separate Marketing Ops, Sales Ops, and Customer Success Ops departments. For me, "GTM Ops" is a unified operational backbone that makes all market-facing revenue-generating functions of a company run in unison, smoothly and predictably, like a jet engine. GTM Ops teams are made of three kinds of magicians: Operational Wizards, Systems Shamans, and Data Warlocks. When done right, GTM Ops is one of the biggest strategic assets and competitive advantages that a company with a good product uses to maximize its growth potential. My C-level execs say things like "This is the most complete visibility into the business I’ve had in my whole career". My Sellers and Marketers say things like "This is the best tech stack and most useful dashboards of all the companies I worked at". My teams are motivated by seeing their work reflect in revenue charts going up and to the right and by defining the Ops best practices that others emulate.
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