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Harmony is building AI-powered service agents deployed inside Slack and Microsoft Teams that resolve employee requests across IT, HR, finance, procurement, and legal. As the company's first Director of Revenue Operations, you will build the systems, data, processes, and AI-powered workflows that support Sales, Marketing, Customer Success, and Deal Desk.
Reporting directly to the CEO, you will partner closely with the CRO and CMO to establish a trusted view of pipeline, forecasts, marketing ROI, and revenue performance. This is a hands-on individual contributor role with company-wide responsibility. You will own the models and analysis that guide investments in headcount, technology, and programs, and build the workflows that turn those decisions into action.
Key responsibilities include:
**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. Establish a repeatable forecasting and pipeline review process. Build AI agents that identify stalled deals, missing next steps, and changes in deal risk. Partner with the CMO to measure marketing investment from first touch through opportunity creation and ARR. Improve SDR productivity through account research, prioritization, and prospecting workflows.
**GTM Systems and Data:** Own Salesforce administration and architecture, maintaining a trusted system of record. 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 dashboards and internal applications for pipeline coverage, conversion, win rates, sales cycles, ARR, NRR, and churn. Maintain the integrations and data foundations AI agents depend on.
**Sales, Marketing, and Customer Success Operations:** Own pipeline processes, deal inspection, and rules of engagement. Use AI agents to prepare deal reviews and flag follow-up needs. Own marketing automation, lead scoring and routing, sales handoff SLAs, campaign tracking, and attribution. Own renewal and expansion tracking, customer health models, and retention reporting.
**Deal Desk:** Own pricing and discount approval workflows, quoting, and contract processes. Automate preparation, routing, and tracking. Build checks that flag missing information and inconsistencies. Ensure a complete and accurate quote-to-cash handoff to Finance.
**Insight and Alignment:** Deliver clear executive and board reporting on GTM performance. Build monitoring that surfaces changes in KPIs, emerging risks, and opportunities. Align Sales, Marketing, Customer Success, Finance, and Product around shared definitions and metrics. Continuously improve the AI agents and internal tools you deploy.
The tech stack includes Salesforce, HubSpot, Gong, Nooks, Ocean.io, LinkedIn Sales Navigator, and Claude, alongside tools and workflows built in-house.
**Requirements:**
- 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 yourself
- Practical experience building AI-powered workflows, AI agents, or internal tools that people use in their day-to-day work
- 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 (ARR, NRR, CAC, LTV, 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
**Valued Additional Experience:**
- 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
- Finance or FP&A background, including partnership on billing and revenue recognition
- Salesforce Administrator or other relevant certifications
