Director, Revenue Operations & Strategy

Harness is the AI Software Delivery Platform company, led by technologist and entrepreneur Jyoti Bansal (founder of AppDynamics, acquired by Cisco for $3.7B). Harness has raised approximately $570M in funding and is valued at $5.5B, backed by leading investors including Goldman Sachs, Menlo Ventures, IVP, Unusual Ventures, Citi Ventures, and more. As AI accelerates code creation, the real bottleneck has shifted to everything after the code – testing, deployments, application security, reliability, compliance, and cost optimization. Harness brings AI and automation to this “outer loop,” helping teams ship software faster while maintaining security and governance throughout the entire software delivery lifecycle.

Powered by Harness AI and the Software Delivery Knowledge Graph, the Harness Platform applies deep context and intelligent automation across the software delivery lifecycle with governance and policy-driven controls embedded throughout the platform.

Over the past year, Harness powered over 185M deployments, 82M builds, 18T flag evaluations, 8M security scans, 9.1B optimized tests, 3T protected API calls, and helped manage $2.8B in cloud spend — enabling customers like United Airlines, Morningstar, and Choice Hotels to accelerate releases by up to 75%, reduce cloud costs by up to 60%, and achieve 10x DevOps efficiency.

With a global team across 14 offices and 25 countries, Harness is shaping the future of AI software delivery — and we’re looking for exceptional talent to help us move even faster.

POSITION SUMMARY

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.

KEY RESPONSIBILITIES

Operating Cadence & Governance

• 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.

Systems, Tooling & Data

• 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.

Revenue Performance & Insights

• 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.

Leadership & Team Building

• 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.

ABOUT YOU

• 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

Pay transparency
$200,000—$300,000 USD

Harness in the news:

• Accelerating Our Mission to Bring AI to Everything After Code

• Goldman Sachs leads investment in software delivery startup Harness at $5.5 billion valuation

• How Harness runs 16 “startups within a startup” at scale | Jyoti Bansal

• Harness Research Shows AI Visibility Crisis Fueling Security Nightmare

• Harness has been named to the Inc. Power Partner list for software delivery success

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.

Note on Fraudulent Recruiting/Offers

We have become aware that there may be fraudulent recruiting attempts being made by people posing as representatives of Harness. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers.

Please note, we do not ask for sensitive or financial information via chat, text, or social media, and any email communications will come from the domain @harness.io. Additionally, Harness will never ask for any payment, fee to be paid, or purchases to be made by a job applicant. All applicants are encouraged to apply directly to our open jobs via our website. Interviews are generally conducted via Zoom video conference unless the candidate requests other accommodations.

If you believe that you have been the target of an interview/offer scam by someone posing as a representative of Harness, please do not provide any personal or financial information and contact us immediately at [email protected]. You can also find additional information about this type of scam and report any fraudulent employment offers via the Federal Trade Commission’s website (https://consumer.ftc.gov/articles/job-scams), or you can contact your local law enforcement agency.