HackerOne

• Own the production of PMM content across HackerOne's product portfolio: sales decks, solution briefs, web copy, competitive comparisons, and field enablement materials • Support messaging and positioning development by contributing research, drafts, and iteration based on feedback from senior marketers and field teams • Coordinate cross-functionally on product launches, managing your own asset workstreams, tracking timelines, and flagging blockers early • Conduct competitive and market research to keep the team current on the vulnerability management landscape and shifting buyer priorities • Partner with sales and sales engineering to understand what's resonating in the field and translate those signals into sharper content • Synthesize voice-of-customer inputs, from sales calls, partner engagements, win/loss data, and customer conversations, to sharpen positioning over time • Collaborate with content, demand generation, and design to ensure PMM narratives carry through campaigns and programs • Use AI tools to accelerate content production, market and competitive research, data synthesis, and analysis; this is an expected part of how the role operates, not an optional add-on

• Define and execute a multi-year strategy for HackerOne's global security researcher community, aligning community growth, engagement, and researcher success programs to company objectives and customer outcomes. • Own the product strategy, roadmap, and commercial performance (P&L / profitability) of the Live Hacking Events suite, balancing customer value, researcher economics, and margin as you scale the portfolio. • Lead the professional-services management and technical delivery of live hacking engagements end to end — scoping, researcher staffing and matching, event execution, quality, and customer outcomes — across a complex, high-touch enterprise customer base. • Drive customer segmentation and management for the community and events portfolio, tailoring delivery models to different segments and owning the senior customer relationships that depend on them. • Set and deliver researcher growth and expansion goals tied to the product line — attracting, developing, and retaining the right researchers to meet customer demand and event needs. • Champion AI First principles by embedding AI into community operations, researcher enablement, event experiences, communications, and program delivery to create scalable, high-quality experiences while increasing operational efficiency. • Lead the Hacker Success and Community Events organizations, developing leaders, building organizational capability, and creating systems that let the teams scale effectively and sustainably through Multiply Your Impact. • Use Data-Driven Decision Making to establish community health metrics, engagement frameworks, researcher lifecycle analytics, and the profitability, delivery, and utilization metrics for the events product line that guide investment decisions and drive measurable business outcomes. • Build strategic partnerships across Product, Marketing, Customer Success, Security, Revenue, and Executive Leadership to ensure community insights influence company priorities, product direction, and customer value creation. • Demonstrate First Principles Problem Solving by evaluating community programs, researcher experiences, and delivery processes from foundational customer and researcher needs, simplifying systems and removing barriers to participation and success. • Lead through Change Agility, helping the organization adapt to evolving security landscapes, AI-driven changes in offensive security, and shifting community expectations while maintaining clarity, focus, and trust. • Own the Outcome for community growth, engagement, researcher retention, live hacking events profitability, delivery quality, and operational excellence through clear accountability systems, success metrics, and disciplined execution.

Role Description HackerOne is redefining offensive security for the AI era. As organizations accelerate digital transformation and AI innovation, trust has become the ultimate competitive advantage. We are at the center of that shift - combining the world’s largest community of security researchers with an AI-powered platform trusted by global enterprises and governments. We are seeking a Director, Commercial Legal to lead and scale our global commercial legal function at a pivotal moment in our growth. Reporting to the Chief Legal Officer, you will shape how Legal enables enterprise expansion, international growth, and AI-driven product innovation - while setting the global standards for risk, velocity, and operational excellence. This is not a maintenance role. It is a scale role. You will architect the legal frameworks, systems, and leadership bench that allow HackerOne to grow faster and smarter - building a department that is globally consistent, commercially sharp, and operationally modern. 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 any of the above locations. 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. What You Will Lead - Global Commercial Strategy & Execution - Own and scale the global commercial legal function across North America, EMEA, and APAC. - Establish clear commercial risk standards and negotiation frameworks that balance enterprise growth with disciplined governance. - Serve as the final decision authority on commercial risk within defined thresholds, partnering with the CLO on enterprise-level matters. - Support complex enterprise transactions across regulated industries and international markets. - Department Leadership & Scale - Build and develop a high-performing, multi-jurisdictional team across commercial, privacy, and procurement legal support. - Scale leadership capability within the function, creating succession depth and operational independence. - Design the legal operating model for international expansion and product growth. - Legal Operations & AI-Enabled Modernization - Architect an AI First legal operations strategy that responsibly leverages AI to improve contract review, knowledge management, and workflow automation. - Embed Data-Driven Decision Making by establishing measurable KPIs for contract cycle time, risk trends, and negotiation performance. - Apply First Principles Problem Solving to eliminate legacy complexity and redesign commercial workflows for scale. - Cross-Functional Executive Partnership - Partner with Sales, GTM, Finance, Security, and Product leadership to accelerate deal velocity without compromising integrity. - Guide the organization through product launches, regulatory evolution, and global expansion with Change Agility and operational clarity. - Translate company strategy into department-level priorities, systems, and measurable outcomes — embodying Own the Outcome at scale. - Multiply the function’s long-term impact through talent development and scalable systems in line with Multiply Your Impact. Qualifications - UK/EU or US qualified lawyer. - 12+ years of legal experience, including significant in-house leadership experience in technology or SaaS environments. - Demonstrated experience leading a commercial legal function or major sub-function at scale. - Extensive experience negotiating complex, cross-border enterprise agreements. Preferred Qualifications - Experience supporting regulated industries (financial services, healthcare, defense, public sector). - Experience building global legal infrastructure in high-growth or international expansion environments. - Experience implementing legal technology and AI-enabled workflow tools. - Experience managing external counsel budgets and vendor risk governance frameworks. Compensation Bands - UK - London - £175,000 to £195,000 + equity - USA - Tier A (San Francisco Bay Area) - $280,000 to $320,000 + equity - Tier B (Seattle, Austin, Washington DC, Boston) - $250,000 to $285,000 + equity - Tier C: n/a 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

• Lead and develop a team of Talent Strategy Partners, creating scalable practices that strengthen leadership effectiveness, organizational health, and talent outcomes across the business through Multiply Your Impact. • Partner with senior leaders to translate business priorities into talent strategies, workforce plans, organizational design recommendations, and leadership development initiatives while demonstrating Own the Outcome for talent results. • Guide leaders through organizational change, helping teams adapt with clarity and confidence while embedding Change Agility into how the business operates. • Drive company-wide talent programs including performance management, succession planning, talent reviews, and organizational effectiveness initiatives. • Use Data-Driven Decision Making to identify workforce trends, assess organizational health, measure talent outcomes, and influence business decisions with evidence-based recommendations. • Apply First Principles Problem Solving to complex people and organizational challenges, simplifying processes and designing scalable solutions that improve employee and manager experiences. • Champion an AI First approach across Talent Strategy by identifying opportunities to improve decision quality, increase efficiency, and scale People Team impact through responsible AI adoption. • Collaborate closely with Talent Acquisition, People Operations, Total Rewards, HRIS, and executive stakeholders to ensure consistent execution of talent priorities across the employee lifecycle.

• Apply First Principles Problem Solving to deconstruct the company's most complex strategic and operational challenges, creating scalable operating models and frameworks that become repeatable standards across the business. • Drive an AI First approach to business operations by reimagining workflows, designing AI-powered operating systems, and identifying opportunities to fundamentally improve how HackerOne plans, executes, and makes decisions. • Embed Data-Driven Decision Making into executive planning, operational reviews, forecasting, and performance management by developing trusted metrics, feedback loops, and decision frameworks that improve organizational effectiveness. • Demonstrate Change Agility by helping leaders navigate evolving business priorities, designing operating mechanisms that increase organizational adaptability, and enabling teams to execute effectively through change. • Lead enterprise-wide, cross-functional initiatives from opportunity identification through implementation, influencing senior leaders and driving alignment across multiple organizations. • Serve as a trusted advisor to executive leadership on strategic planning, operating cadence, organizational effectiveness, and execution against company priorities. • Design scalable business processes, governance models, and operating mechanisms that improve execution, reduce organizational friction, and increase long-term business leverage. • Mentor peers and leaders by sharing strategic frameworks, operational best practices, and systems thinking that elevate Business Operations across the organization.

• Lead the strategy, planning, and execution of virtual and in-person customer events, hacking challenges, and community programs that support Strategic Accounts’s security objectives and HackerOne’s business goals. • Apply AI First by leveraging AI-powered tools and automation to improve event planning, communications, reporting, operational workflows, and program scalability while increasing quality and efficiency. • Demonstrate Change Agility by proactively adapting event strategies, priorities, and execution plans in response to evolving customer needs, business objectives, and community feedback while maintaining exceptional participant experiences. • Leverage Data-Driven Decision Making to establish success metrics, analyze participation and customer outcomes, develop reporting dashboards, and provide actionable recommendations that improve future programs and strengthen customer relationships. • Utilize First Principles Problem Solving to identify root causes of operational challenges, simplify processes, eliminate unnecessary complexity, and design scalable solutions that improve event execution and stakeholder experiences. • Serve as the primary liaison between HackerOne, Strategic Accounts, and internal stakeholders to align event objectives, manage expectations, and ensure successful delivery of customer outcomes. • Partner cross-functionally with Customer Success, Sales, Marketing, Community, and Operations teams to increase customer engagement, researcher participation, program adoption, and long-term customer value. • Manage event budgets, vendors, logistics, and post-event reviews while identifying opportunities for operational improvements, cost efficiencies, and greater program impact.

• Evaluate vulnerability reports submitted by security researchers to determine validity, severity, exploitability, and business impact for HackerOne customers using Data-Driven Decision Making and established security frameworks such as CVSS. • Independently reproduce reported vulnerabilities across web and mobile applications, applying First Principles Problem Solving to validate findings, identify root causes, and clearly communicate impact. • Collaborate directly with security researchers to gather missing information, clarify technical details, and improve report quality while maintaining clear and professional communication with customers. • Create concise, technically accurate summaries for validated findings, including reproduction steps, impact analysis, and remediation guidance. • Demonstrate Change Agility by adapting to evolving customer environments, changing program scopes, emerging attack techniques, and shifting operational priorities. • Contribute to an AI-First approach by leveraging automation and AI-enabled workflows to improve operational efficiency, report analysis, and vulnerability triage quality. • Partner cross-functionally with Technical Services teammates and customer-facing teams to ensure timely handling of vulnerabilities and a high-quality customer experience. • Proactively identify opportunities to improve internal processes, documentation, tooling, and triage workflows to enhance scalability and consistency across the Technical Services organization.

• Own two of the most strategically important product surfaces in our platform: AI-Native Intelligence Dashboard and Payments & Monetization • Lead the team of senior engineers, set technical direction, and ship AI-powered capabilities that customers can see, feel, and measure • Multiply your impact by leading, mentoring, and developing Engineering Managers and senior engineers • Own the outcome for execution across multiple AI engineering teams • Drive an AI First approach to engineering • Practice Change Agility by guiding teams through evolving AI technologies • Apply First Principles Problem Solving to complex AI and product challenges • Leverage Data-Driven Decision Making to assess system performance • Collaborate cross-functionally with Product, Design, Data, Security Research, and other Engineering leaders

• Apply First Principles Problem Solving to understand customer objectives, identify root causes of challenges, and develop practical solutions that drive successful security program outcomes. • Use Data-Driven Decision Making to analyze program performance, deliver benchmarking and actionable insights, and help customers make informed decisions about their security programs. • Demonstrate AI First thinking by leveraging AI-powered tools to improve productivity, customer engagement, and program delivery while sharing successful practices with teammates. • Practice Change Agility by adapting quickly to evolving customer requirements, security priorities, and platform capabilities while maintaining momentum toward desired outcomes. • Manage a portfolio of customer accounts throughout the customer lifecycle, including onboarding, adoption, renewal, and program expansion. • Serve as the primary liaison between customers and internal teams including Sales, Product, Engineering, Marketing, and Support to ensure customer requirements and milestones are successfully achieved. • Support customer escalations and facilitate resolution of issues, including hacker-customer mediations when necessary, while maintaining clear communication and customer trust. • Deliver executive business reviews, strategic presentations, and customer training sessions that demonstrate the value of HackerOne services and progress toward customer security objectives. • Advocate for customers by gathering feedback, identifying opportunities for product improvement, and contributing to enhancements in the customer experience. • Contribute to the continued refinement and evolution of HackerOne's Customer Success methodologies and best practices.

• Own the end-to-end commercial sales cycle from prospecting through close, consistently delivering against revenue targets while maintaining accountability and follow-through (**Change Agility**). • Apply **Data-Driven Decision Making** to manage pipeline health, forecast accurately, prioritize opportunities, and evaluate deal risk using CRM insights, customer signals, and performance metrics. • Use **First Principles Problem Solving** to deeply understand customer security challenges, break down complex buying scenarios, and clearly articulate differentiated value grounded in customer outcomes. • Demonstrate **Change Agility** by adapting quickly to evolving customer needs, product capabilities, territory dynamics, and market conditions while maintaining momentum and clarity. • Develop and execute strategic account plans that expand HackerOne’s footprint within existing customers and drive new logo acquisition across the commercial segment. • Partner cross-functionally with Sales Engineering, Marketing, Product, and Customer Success to deliver a cohesive customer experience from initial engagement through long-term value realization. • Collaborate with Channel Partners in your territory to identify, develop, and co-sell opportunities, adjusting engagement models as partner strategies and market dynamics evolve. • Leverage an **AI First** mindset by thoughtfully using AI-powered tools to improve prospecting, account research, deal preparation, and overall sales efficiency while exercising sound judgment and responsible use.