Director of Revenue Operations

Harmony•New York City, NY

8h•Onsite

About The Position

Harmony is hiring its first Director of Revenue Operations to build the systems, data, processes, and AI-powered workflows supporting Sales, Marketing, Customer Success, and Deal Desk. This is a hands-on individual contributor role with company-wide responsibility, reporting directly to the CEO and partnering closely with the CRO and CMO. The role establishes a trusted view of pipeline, forecasts, marketing ROI, and revenue performance, and owns the models and analysis that inform investment decisions about headcount, technology, and programs. The Director will also build workflows that turn those decisions into action. The role combines operational judgment with hands-on technical work, including Salesforce administration, capacity modeling, system integrations, automation, and AI-agent deployment. Harmony’s stack includes Salesforce, HubSpot, Gong, Nooks, Ocean.io, LinkedIn Sales Navigator, Claude, and internal tools. The Director will work quickly with stakeholders and document decisions so the systems can scale with the company. Responsibilities span revenue planning and forecasting; GTM systems and data; Sales, Marketing, and Customer Success operations; Deal Desk; and executive and board reporting. The role also continuously improves AI agents and internal tools by validating outputs, investigating failures, gathering feedback, and maintaining reliable workflows as the business changes. The position requires working from Harmony’s New York City office four days per week.

Requirements

At least 6 years in Revenue Operations, Sales Operations, or GTM strategy, including at least 3 years in a senior or lead role at a B2B SaaS company.
Experience owning operations across Sales, Marketing, and Customer Success, including hands-on marketing systems and funnel management.
Hands-on Salesforce administration and architecture experience, with the ability to build and maintain solutions independently.
Practical experience building AI-powered workflows, AI agents, or internal tools used in day-to-day work, and the ability to explain how they were built, validated, and improved outcomes.
An engineering approach to operations, including comfort connecting systems, working with APIs and automation tools, and using AI-assisted coding to solve business problems.
Track record of building forecasting models, territory and quota plans, and sales compensation programs.
Strong analytical skills, advanced spreadsheet proficiency, and experience with BI tools and SaaS metrics such as ARR, NRR, CAC, LTV, and pipeline coverage.
Experience managing deal desk, pricing approvals, or quote-to-cash processes.
Ability to build processes from scratch, prioritize in ambiguity, and take full ownership as an individual contributor.
Clear written and verbal communication, including presenting recommendations to executives and the board.
Availability to work from Harmony’s New York City office four days per week.

Nice To Haves

Experience joining an early-stage B2B SaaS company as its first Revenue Operations hire.
Experience supporting sales to enterprise IT, HR, or service management buyers.
Experience with HubSpot, Gong, Nooks, Ocean.io, and LinkedIn Sales Navigator.
Experience supporting international GTM teams, including EMEA and Israel.
Finance or FP&A background, including partnership on billing and revenue recognition.
Salesforce Administrator or other relevant certifications.

Responsibilities

Partner with executive and GTM leadership on annual and quarterly planning, including bookings targets, capacity, headcount, and budgets; build clear, scenario-based planning models.
Partner with the CRO on territories, quotas, and sales compensation plans, and automate commission administration with checks and exception handling.
Establish repeatable forecasting and pipeline review processes, and build AI agents that identify stalled deals, missing next steps, deal-risk changes, and recommended actions.
Partner with the CMO to measure marketing investment from first touch through opportunity creation and ARR; automate analysis of channel performance, conversion, and acquisition efficiency.
Improve SDR productivity through account research, prioritization, and prospecting workflows using CRM, engagement, and intent signals.
Own Salesforce administration and architecture as the trusted system of record for accounts, opportunities, pipeline, and revenue.
Manage and integrate the GTM technology stack, including marketing automation, conversation intelligence, outbound sequencing, dialers, and AI tools.
Establish data standards, stage definitions, and ownership rules; build workflows to detect duplicates, missing fields, and inconsistent records and reduce manual data entry.
Build dashboards and internal applications for pipeline coverage, conversion, win rates, sales cycles, ARR, NRR, and churn, using AI-assisted development where useful.
Maintain integrations and data foundations for AI agents, with appropriate access controls, documentation, and monitoring.
Own Sales Operations pipeline processes, deal inspection, and rules of engagement; use AI agents to prepare deal reviews, summarize account activity, and flag follow-up needs.
Own Marketing Operations, including marketing automation, lead scoring and routing, sales handoff SLAs, campaign tracking, and attribution; improve targeting, campaign execution, and funnel visibility.
Own Customer Success Operations, including renewal and expansion tracking, customer health models, and retention reporting; combine customer and engagement signals to surface risks and opportunities.
Partner with teams to prioritize useful automation, support adoption, and measure results through time saved, usage, data quality, and business outcomes.
Own pricing and discount approval workflows, quoting, and contract processes; automate preparation, routing, and tracking while leaving commercial approvals with appropriate owners.
Build checks that flag missing information and inconsistencies across opportunities, quotes, and contracts, and ensure an accurate quote-to-cash handoff to Finance for billing and revenue recognition.
Partner with Sales, Finance, and leadership to improve proposals, pricing, and packaging, using deal data to identify recurring friction and opportunities.
Deliver clear executive and board reporting on GTM performance; automate recurring reporting and draft preparation while owning the accuracy and interpretation of final outputs.
Build monitoring that surfaces KPI changes, emerging risks, and opportunities, and turn signals into specific recommendations.
Align Sales, Marketing, Customer Success, Finance, and Product around shared definitions, metrics, and operating processes.
Continuously improve AI agents and internal tools by validating outputs, investigating failures, gathering user feedback, and maintaining reliable workflows.