Senior Deal Desk Manager

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

HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability.

Senior Deal Desk Manager

Remote Location: Austin, TX or Washington, DC

Position Summary

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. This approach ensures flexibility while providing opportunities to build meaningful in-person relationships that strengthen our team and company culture.

What You Will Do

• 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 mindset to complex deal scenarios — identifying trade-offs and proposing creative structures that balance financial discipline with business enablement.

• Participate in quarter-end performance analysis and planning cycles, helping to explain deal-driven variance to plan.

• Develop and deliver reporting that helps leadership make informed decisions about large deals, channel programs, and revenue predictability.

Minimum Qualifications  

• 8+ years of experience in FP&A, Deal Desk, Strategic Finance, or Sales Strategy roles, ideally in tech/SaaS environments.

• Strong expertise in enterprise deal structures, complex pricing terms, and SaaS business models.

• Deep understanding of SaaS metrics and the financial implications of complex pricing, custom terms, and partner economics.

• Strong financial modeling skills and ability to translate data into actionable business insights.

• Experience partnering cross-functionally with Sales, Legal, and Executive leadership.

• Proven success in high-growth environments, with a track record of scaling financial processes and operational workflows to drive efficiency and support rapid expansion.

• Clear communicator with a strong ability to influence decisions in fast-paced, high-growth environments.

• Proficiency in Salesforce and familiarity with planning/BI tools like Adaptive Insights, Looker, or Tableau.

Preferred Qualifications

• Experience supporting Channel sales models: resale, partner-led, or co-sell motions.

• Understanding of partner economics and indirect revenue forecasting.

• BA/BS in Finance, Economics, or Business; MBA or advanced degree a plus.

Compensation Bands:
Tier Guide

Tier B: $107,00 - $138,600

#LI-KL1

Job 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

• Flexible Work Stipend

*Eligibility may differ by country

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).

Visa/work permit sponsorship is not available.

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.