Principal Product Manager, Monetization
$252k - $308k USD
HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world’s largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024).
HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world’s top organizations.
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.
Principal Product Manager, Monetization Director (Individual Contributor)
Remote Location: Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC
Position Summary
As the Product Monetization Director, you will build HackerOne’s product monetization function from the ground up. You will define the strategy, design the systems, and establish the operating model that turns product innovation into durable, scalable revenue. This is a rare opportunity to architect how value is captured across a rapidly expanding portfolio including AI-native products and a new generation of autonomous AI agents, and to set the foundation that will scale with HackerOne for years to come.
Reporting to the Senior Director, Product Strategy, you will operate as a principal individual contributor with enterprise-wide scope. This role combines visionary thinking with hands-on building: designing pricing models, packaging frameworks, and value realization systems, while leading the change required to embed them across Product, Finance, GTM, and Engineering. Strong learning velocity is essential, as monetization approaches must continuously evolve alongside AI capabilities, customer usage patterns, and market dynamics.
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 Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC. 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 Do
Success in the Product Monetization Director role will be accomplished by delivering on the responsibilities below in alignment with HackerOne’s Values and Talent Principles.
AI First: Design and evolve monetization models for AI-powered products and agentic workflows, translating new capabilities into clear value metrics and pricing architectures that scale with adoption.
Data-Driven Decision Making: Build fast, repeatable experimentation loops that connect product usage, customer behavior, and revenue outcomes—using evidence to refine monetization systems over time.
First Principles Problem Solving: Establish foundational pricing and packaging frameworks by breaking complex product and market dynamics down to their essentials, replacing ad-hoc decisions with durable systems.
Change Agility: Lead change across the organization as monetization moves from fragmented practices to shared frameworks, adapting approaches quickly as new information emerges.
Define and own the end-to-end monetization lifecycle, including value definition, packaging, pricing structures, segmentation, discounting guardrails, and value realization.
Create the initial operating model for monetization at HackerOne, clarifying decision frameworks, roles, and ways of working across Product, Finance, GTM, and Engineering.
Partner deeply across functions to operationalize pricing models within CPQ, billing, quoting, and customer-facing workflows.
Serve as a trusted expert and advisor by providing clear trade-off frameworks and monetization narratives that inform long-term strategy and investment decisions.
Continuously evolve monetization systems through learning velocity and rapidly incorporating feedback from the market, customers, and internal teams.
Minimum Qualifications
10+ years of experience in product monetization, pricing, or revenue architecture with direct ownership of SaaS or platform pricing and packaging.
Proven experience designing monetization frameworks across multi-product portfolios, including usage-based or AI-driven business models.
Strong analytical capability, including pricing experiments, revenue modeling, and financial analysis.
Experience operationalizing pricing decisions across systems such as CPQ, billing, and quoting platforms.
History of influencing Product, Finance, and GTM leaders without managing teams
Experience establishing a monetization function or capability where one did not previously exist.
Preferred Qualifications
Experience designing monetization for AI-powered products, agents, or highly technical platforms.
Background working with enterprise customers and complex buying journeys.
Demonstrated ability to ramp quickly in new domains and adapt monetization approaches as conditions change.
Cyber Security experience
Compensation Bands:
San Francisco
$252K – $308K • Offers Equity
Seattle, Austin, DC, Boston
$226K – $277K • Offers Equity
#LI-Remote
#LI-HM1
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
*Eligibility may differ by country
We're committed to building a global team! For certain roles outside the United States, India, the 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.
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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.