Vice President, Commercial Finance

Harness

7h•$204,000 - $266,000

About The Position

Harness is searching for an experienced Vice President of Finance Operations & Commercial Finance to serve as the strategic leader of revenue strategy, revenue metrics, and revenue transformation, with deep revenue accounting expertise and strong commercial finance experience. This VP will set the overall strategic vision to drive and manage revenue metrics and methodology, revenue accounting and reporting, order-to-cash operations (order management, license provisioning, billing, collections, and commissions) across both sales-led and self-serve revenue, and revenue transformation, while leading commercial finance strategy — partnering with sales and commercial leadership on deal economics, discounting, and margin management — across Harness's growing portfolio of software delivery platform modules (CI/CD, feature flags, cloud cost management, security testing, and AI-powered developer tooling). Note: this role leads Revenue Accounting and prepares Harness's revenue reporting; the Corporate Controller owns revenue recognition policy and final sign-off on all revenue reported in the financial statements. You will work cross-functionally with the sales organization and other finance and accounting teams to enhance internal processes and systems, driving full compliance and automation of revenue metrics and reporting. This role requires deep fluency in revenue metrics and their drivers for monthly, quarterly, and annual reporting to senior leadership and the board. You will serve as Harness's subject matter expert in applying ASC 606 to complex enterprise and self-serve transactions, partnering closely with the Corporate Controller, who owns revenue recognition policy and final sign-off, and with the office of the Chief Revenue Officer and Chief Customer Officer.

Requirements

Bachelor's degree in accounting or finance.
10+ years of finance leadership experience, including 5+ years in a senior leadership role directing revenue strategy, metrics, and transformation initiatives.
Deep knowledge of software/SaaS revenue recognition rules, primarily ASC 606 and/or IFRS 15, including experience leading a revenue accounting team and the monthly revenue close.
Public accounting experience strongly preferred.
CPA required; MBA or other advanced degree is also a plus.
Detail-oriented, with the ability to manage multiple initiatives simultaneously.
Experience in commercial finance or deal desk functions, including margin, discounting, and pricing analysis in partnership with sales organizations.
Demonstrated success partnering with commercial growth functions, including Sales, Marketing, Customer Success, Revenue Operations, and Product leadership.
Experience contributing bookings and revenue inputs to enterprise forecasting and scenario planning, in partnership with FP&A.
Experience owning order-to-cash operations, including order management, billing/invoicing, and collections, ideally in a subscription or usage-based business with both sales-led and self-serve (product-led) motions.

Nice To Haves

Experience with a technology company (on-prem and/or SaaS), ideally in DevOps, developer tools, or platform businesses with multi-product/usage-based pricing.
Experience with a high-growth company.
Experience working with sales organizations, including deal desk and business development strategies.
Experience with self-serve billing platforms such as Stripe, and with integrating acquired customer bases.
Experience preparing for or operating as a public company, including SOX controls over revenue.

Responsibilities

Lead the partnership with sales, revenue operations, pricing & packaging, and commercial leadership on deal structuring, discounting strategy, and margin analysis to protect profitability across the deal lifecycle.
Serve as the executive leader for commercial finance and profitability optimization, providing financial insights, investment analysis, and business case support for pricing and packaging decisions across Harness's multi-module platform.
Lead revenue transformation initiatives — including process, systems, and organizational redesign — to scale the deal desk, order-to-cash operations, revenue accounting, reporting, and analytics functions as Harness grows.
Partner with executive leadership across Sales, Delivery, and Enablement functions to drive strategy, decision-making, and execution, with enhanced visibility into growth drivers and key metrics.
Set company strategy around revenue metrics, pricing and packaging, revenue transformation, and commercial finance — partnering with sales and commercial leadership on deal economics, discounting, and margin management.
Lead strategic initiatives spanning quoting, contracting, and accounting business partnership with the CRO and CCO.
Lead strategic deal negotiation collaboration to secure the most favorable outcomes for Harness.
Lead deal desk operations, approvals within pricing and discount policy, margin governance, and customer expansion economics, partnering closely with the pricing & packaging function to align with pricing policies, new product monetization strategies, and commercial frameworks. Discounts above policy and non-standard terms are approved by the SVP Finance, and the largest deals by the CFO, under Harness's Delegation of Authority.
Inform product monetization strategy — including AI-driven product metrics, packaging, and associated financial risk — in partnership with product leadership.
Lead Revenue Accounting: apply ASC 606 to Harness's contracts across sales-led and self-serve revenue, prepare accounting memos for complex and non-standard deals, and deliver the monthly revenue close, including GAAP and non-GAAP revenue, ARR/ACV, and remaining performance obligations (RPO). Revenue recognition policy and final approval of accounting conclusions sit with the Corporate Controller.
Flag contract terms that affect revenue recognition for accounting review before signature, and ensure every customer commitment is captured in the signed contract.
Lead partnership with Customer Success on renewals strategy, roadmap execution, customer journey metrics, and success metrics.
Own order management operations for both sales-led and self-serve customers, ensuring accurate order booking, contract activation, license provisioning, self-serve plan changes (upgrades, downgrades, and cancellations), and data integrity across the quote-to-cash process.
Own billing operations, including invoicing accuracy, billing cycle management, subscription/usage-based billing logic, sales tax filings (with the Tax team reviewing non-standard items), and timely resolution of billing disputes.
Own collections strategy and execution, including AR aging, dunning processes, credit risk management, and partnering with Legal on delinquent or at-risk accounts.
Own revenue systems and integrations across Salesforce, Stripe, and NetSuite, partnering with Business Systems to modernize and scale the quote-to-cash stack.
Lead order-to-cash integration of acquired companies, including migrating acquired customers onto Harness's billing and payment platforms.
Run an order-to-cash readiness review before new pricing models launch or acquisitions close, covering systems, billing, revenue recognition, ARR treatment, and sales tax.
Own commission calculations, accruals, and capitalized commission accounting (ASC 340-40) in partnership with Revenue Operations/Sales, ensuring alignment with comp plan design (owned by FP&A) and deal/company value economics.
Own commercial finance reporting and KPIs — including discount rates, deal margins, and ACV/ARR economics — for executive and board audiences.
Direct and collaborate with the sales organization to ensure controls and processes are in place.
Maintain effective SOX controls over order-to-cash and revenue, provide quarterly sub-certifications to the Corporate Controller and CFO, and support the Controller in external audit discussions on revenue.