Senior Deal Desk Manager

Salary: $107K - $138.6K Employment Type: Full-Time Location Type: Remote (Austin, TX or Washington, DC preferred)

Position Overview

HackerOne is seeking a Senior Deal Desk Manager to join our FP&A team, focused on evaluating and supporting complex Enterprise and Channel deals. This role serves as a key business partner to Sales, Legal, and Finance, providing financial insight, deal-level analysis, and forecasting support to ensure alignment with our strategic and financial goals. You will play a central role in understanding how large-scale, customized deals impact our topline and margin performance, and help operationalize pricing and deal structure discipline across both direct and indirect sales motions.

You’ll bring structured insight into both Enterprise sales motions (multi-year, high-touch, bespoke terms) and Channel strategy (partner-led, co-sell, resale, distribution), helping the business scale with clarity and control. Reporting to our VP, Strategic Finance, you’ll operate at the intersection of pricing, forecasting, and go-to-market strategy—ensuring that every major deal supports both short-term goals and long-term growth.

At HackerOne, we embrace a Flexible Work approach, enabling our team members to work remotely while maintaining productivity and collaboration. We are seeking candidates located in Austin, TX or Washington, DC, and the surrounding metropolitan areas, to facilitate occasional in-person interactions as needed. While the position is primarily remote, there will be periodic in-person requirements to support team collaboration and foster stronger connections.

Responsibilities

• Partner with Sales, Legal, and Finance to support Enterprise and Channel deals, providing analysis and guidance on deal structure, margin impact, and overall financial health.
• Build financial models and scenario analyses to assess the impact of large, non-standard deals and channel partner agreements on bookings, ARR, and profitability.
• Act as a trusted advisor during the deal review and approval process, ensuring financial guardrails and pricing strategies are upheld across regions and segments.
• Support FP&A in improving forecast accuracy by integrating near-term deal activity into pipeline, bookings, and revenue projections.
• Track and report on deal-related KPIs such as average deal size, discount trends, sales cycle time, partner margins, and direct vs. indirect performance.
• Bring structured insight into Enterprise sales motion (multi-year, high-touch, bespoke terms) and Channel strategy (partner-led, co-sell, resale, distribution).
• Contribute to pricing strategy reviews and collaborate with the broader finance and go-to-market teams to refine packaging and discounting frameworks.
• Bring a solution-oriented approach to complex deal structures.

About HackerOne

HackerOne is a global leader in offensive security solutions. Our HackerOne Platform combines AI with the ingenuity of the largest community of security researchers to find and fix security, privacy, and AI vulnerabilities across the software development lifecycle. The platform offers bug bounty, vulnerability disclosure, pentesting, AI red teaming, and code security.

We are trusted by industry leaders like Amazon, Anthropic, Crypto.com, General Motors, GitHub, Goldman Sachs, Uber, 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.

HackerOne Values

• Customer Obsessed: Prioritizes customer outcomes in our decisions and actions.
• Default to Disclosure: Operates with transparency and integrity, ensuring trust and accountability.
• Win Together: Fosters empowerment, inclusion, respect, and accountability for employees, researchers, customers, and partners.