Sales Strategy Analyst

HackerOne is the global leader in human-powered security, harnessing the creativity of the world’s largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

Position Summary

The Sales Strategy Analyst acts as a strategic partner to the Customer Success and Renewal functions, focusing on customer retention and reducing churn. The individual in this role will own driving data-informed decisions about retention metrics and collaborating with cross-functional teams to implement strategies that enhance customer loyalty and satisfaction. Working independently, this person will be expected to make impactful decisions, gaining cross-functional buy-in, and leading the direction and execution of strategic initiatives. This role requires strong analytical skills, program management capabilities, and the ability to navigate cross-functional partnerships within HackerOne.

The GTM Strategy Team at HackerOne is responsible for optimizing revenue retention by supporting initiatives that bolster customer satisfaction and retention rates. Our team emphasizes consistency, efficiency, and simplicity, fostering a highly productive environment that enables the sales team to achieve retention goals through clear processes and transparent collaboration.

What You Will Do

• Collaborate with cross-functional teams, including Customer Success, Sales, and Product, to build and execute churn prevention strategies

• Utilize data to assess current retention metrics, identify gaps, and highlight opportunities for improvement

• Partner with Customer Success and Sales teams to craft targeted initiatives aimed at enhancing KPIs related to retention and meeting Revenue Team OKRs

• Form relationships with key business leaders to understand customer challenges and advocate for necessary changes

• Support the creation of programs that elevate customer engagement and ensure smooth renewals

• Engage in product, pricing, and packaging adjustments to improve value delivery and address potential churn risk factors

• Contribute to driving a safer internet by ensuring HackerOne remains a trusted partner within our customer base

Minimum Qualifications  

• 3-5+ years of experience in a Strategy/Business Partner role with a focus on customer retention or similar functions

• Proficient in analytical tools (Excel, Google Sheets) with a strong grasp of interpreting data to inform business decisions

• Demonstrated ability to drive initiatives independently while collaborating effectively across teams

• Excellent communication skills suited for executive and cross-functional interaction

• Strong presentation skills, with experience crafting deliverables for high-level stakeholders

• Team player mindset, capable of thriving in a remote, digital-first environment

• Must be based remotely in US or Canada. HackerOne is a digital-first company. This model offers our employees flexibility in time and location. All employees must be able to work and excel in a remote environment.

Preferred Qualifications

• Familiarity with tools like Salesforce, Gainsight, Clari, and Gong

Compensation Bands:
Tier Guide

Tier A

$100K – $120K • Offers Equity

Tier B

$90K – $112K • Offers Equity

Tier C

$85K – $106K • Offers Equity

Canada

CA$84K – CA$105K • Offers Equity

#LI-Remote

#LI-HM1

We are a Circle Back Initiative Employer and commit to responding to every applicant.

We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).

Employment at HackerOne is contingent on a background check.

HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws.

This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time.

For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.

HackerOne Values

HackerOne commits to maintaining a strong, inclusive culture built for our employees and our community of hackers. We are driven by our five core values. We recognize that our mission is bigger than us, and therefore act with integrity at all times. As a team, we believe that transparency builds trust so we default to disclosure in our communications. Each individual executes with excellence, creating an environment of greater alignment and greater autonomy. We win as a team and respect all people to empower everyone to learn from each other, innovate, and grow.