Director, Revenue Operations & Strategy

Harness•San Francisco, CA

1d•$200,000 - $300,000

About The Position

The goal of the Revenue Operations & Strategy team is to build the foundation of our internal systems and processes, scale these systems, and improve efficiencies across the board. The team blends high-level strategic thinking with on-the-ground execution to propel the company to grow and scale well, with a strong focus on analytical and quantitative thinking. We are a team of problem-solvers, where all challenges are met with enthusiasm and open minds. The team works cross-functionally across the company, particularly with sales, customer success, finance, product, and IT. This is an opportunity to influence how we build our operations and sales/customer success efforts and strategies worldwide and contribute to a highly productive, data-driven, and analytical team. We are looking for someone who loves managing teams and projects, thrives in a fast paced environment, and loves building and iterating on how we scale the organization. The Director, Revenue Operations role is responsible for managing and building the Sales & Customer Success Operations teams. This is a chance to both lead people and influence our processes and approach for scaling into the next phase of rapid growth and $$ ARR.

Requirements

10+ years of Operations & Strategy experience at high growth technology companies
Experience working with 100+ person sales organization
Excellent communication skills with senior management
Advanced analytical skills - proficient in modelling complex problems
Experience designing sales & CS organizations
Expert critical thinking and problem solving skills
Ability to ruthlessly prioritize and separate out the urgent & important from the day to day requirements from the noise
Strong work ethic and desire to work together with the team to solve complex problems with a positive attitude
Thrive in action-oriented, fast paced, global environment
Self-starter that thrives taking a high level problem statement and diving into all the details

Responsibilities

Design and run the GTM operating rhythm: QBRs, weekly forecast calls, pipeline reviews, and performance reviews across segments.
Define and enforce data, process, and governance standards so GTM data is reliable, auditable, and decision‑ready.
Partner with Finance on revenue analytics, cohort performance, sales efficiency, and payback metrics to inform investment decisions.
Own territory mapping and routing plans, scaling the program for automated efficiency.
Own and/or influence the GTM tech stack (e.g., Salesforce, CPQ, forecasting/BI, enablement, sequencing, enrichment, intent) and roadmap in partnership with IT.
Ensure systems support scalable, low‑friction workflows for AE/SDR/SE/ teams while meeting the needs of Finance, Legal, and Security.
Lead design and implementation of key integrations (AI adoption, enrichment, product usage, marketing automation).
Partner with Data/Analytics to define core GTM dashboards and self‑serve reporting for executives, managers, and individual contributors.
Identify and deploy AI and automation opportunities across the GTM workflow, including AI‑assisted forecasting, intelligent lead/account scoring, automated workflows, and GenAI‑powered enablement to drive efficiency and scale.
Build a high‑impact analytics capability that can answer: what’s working, what’s not, and what to do about it across segments, products, and channels.
Own funnel and lifecycle analysis (lead → opportunity → closed‑won → adoption → expansion/renewal), and drive recommendations that improve conversion and velocity.
Identify and quantify growth levers (pricing/packaging, mix shift, win‑rates, ramp times, capacity) and work with cross‑functional owners to execute.
Partner with Sales Enablement to translate insights into playbooks, training, and manager inspection.
Leverage AI/ML techniques to surface predictive signals (churn risk, expansion propensity, deal health) and embed them into operational workflows and inspection routines.
Build, lead, and develop a high‑performing RevOps organization across strategy, analytics, and systems.
Set clear priorities, operating principles, and career paths for the team; create a culture of accountability, speed, and partnership.
Act as a trusted advisor to GTM, Finance, Product, and Executive leaders; push for clarity on trade‑offs and drive decisions to closure.