Director of Revenue Operations

About the Role

We bring that same approach to how we run our business. As Harmony’s first Director of Revenue Operations, you’ll build the systems, data, processes, and AI-powered workflows that support Sales, Marketing, Customer Success, and Deal Desk. You’ll combine operational judgment with hands-on technical work, using AI agents, automation, and internal tools to improve how our teams plan, execute, and make decisions.

Reporting directly to the CEO, you’ll partner closely with the CRO and CMO to establish a trusted view of pipeline, forecasts, marketing ROI, and revenue performance. You’ll own the models and analysis that guide investments in headcount, technology, and programs—and build the workflows that turn those decisions into action.

This is a hands-on individual contributor role with company-wide responsibility. You should be comfortable administering Salesforce, building a capacity model, connecting systems, and deploying an AI agent that saves the team hours of manual work. Our stack includes Salesforce, HubSpot, Gong, Nooks, Ocean.io, LinkedIn Sales Navigator, and Claude, alongside tools and workflows built in-house.

You’ll move quickly, work closely with stakeholders, and document decisions so the systems you build can grow with Harmony.

What You'll Do

Revenue strategy and planning

• Partner with executive and GTM leadership on annual and quarterly planning, including bookings targets, capacity, headcount, and budgets. Build models that make assumptions clear and allow teams to compare scenarios.

• Partner with the CRO on territories, quotas, and sales compensation plans. Use automation to administer commissions accurately and on time, with clear checks and exception handling.

• Establish a repeatable forecasting and pipeline review process. Build AI agents that identify stalled deals, missing next steps, and changes in deal risk, and help sales leaders decide where to act.

• Partner with the CMO to measure marketing investment from first touch through opportunity creation and ARR. Automate recurring analysis and surface changes in channel performance, conversion, and acquisition efficiency.

• Improve SDR productivity through account research, prioritization, and prospecting workflows that combine CRM, engagement, and intent signals.

GTM systems and data

• Own Salesforce administration and architecture, maintaining a 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 that 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 it improves speed and quality.

• Maintain the integrations and data foundations AI agents depend on, with appropriate access controls, documentation, and monitoring.

Sales, Marketing, and Customer Success operations

• Sales Operations: Own pipeline processes, deal inspection, and rules of engagement. Use AI agents to prepare deal reviews, summarize account activity, and flag follow-up needs.

• Marketing Operations: Own marketing automation, lead scoring and routing, sales handoff SLAs, campaign tracking, and attribution. Build and maintain workflows that improve targeting, campaign execution, and funnel visibility.

• Customer Success Operations: Own renewal and expansion tracking, customer health models, and retention reporting. Combine customer and engagement signals to surface risks and opportunities earlier.

• Partner with each team to prioritize useful automation, support adoption, and measure results through time saved, usage, data quality, and business outcomes.

Deal Desk

• Own pricing and discount approval workflows, quoting, and contract processes. Automate preparation, routing, and tracking while keeping commercial approvals with the appropriate owners.

• Build checks that flag missing information and inconsistencies across opportunities, quotes, and contracts.

• Ensure a complete and 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.

Insight and alignment

• Deliver clear executive and board reporting on GTM performance. Automate recurring reporting and draft preparation, and own the accuracy and interpretation of the final output.

• Build monitoring that surfaces changes in KPIs, emerging risks, and opportunities, and turn those signals into specific recommendations.

• Align Sales, Marketing, Customer Success, Finance, and Product around shared definitions, metrics, and operating processes.

• Continuously improve the AI agents and internal tools you deploy. Validate outputs, investigate failures, gather user feedback, and maintain reliable workflows as the business changes.

What you’ll bring

• 6+ years in Revenue Operations, Sales Operations, or GTM strategy, including at least three 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 yourself.

• Practical experience building AI-powered workflows, AI agents, or internal tools that people use in their day-to-day work. You can explain what you built, how you validated it, and what improved.

• An engineering approach to operations: comfort connecting systems, working with APIs and automation tools, and using AI-assisted coding to solve business problems.

• A 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.

• The 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.

Additional experience we value

• Joining an early-stage B2B SaaS company as its first RevOps hire.

• Supporting sales to enterprise IT, HR, or service management buyers.

• Working with HubSpot, Gong, Nooks, Ocean.io, and LinkedIn Sales Navigator.

• Supporting international GTM teams, including EMEA and Israel.

• A Finance or FP&A background, including partnership on billing and revenue recognition.

• Salesforce Administrator or other relevant certifications.

Compensation and benefits

• Comprehensive medical, dental, and vision coverage.

• 401(k) with company matching.

• High-quality equipment for your work.