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Harper is an AI-native commercial insurance company rebuilding the entire business as software. The company has grown ~100x in the last year and operates on-site with high standards across three offices (San Francisco, Atlanta, New York).
This role owns the definitions, system behavior, routing, forecast, and instrumentation behind Harper's revenue funnel. You are the permanent owner of the revenue operating system, ensuring one inspectable funnel exists across all offices.
Key responsibilities:
- Own funnel definitions: maintain canonical meaning, entry/exit rules, source, and accountable owner for each revenue state
- Own CRM behavior: define and maintain fields, validations, automations, permissions, and state transitions
- Own routing: keep assignment logic, exceptions, ownership changes, and escalation paths inspectable and tested
- Own forecasting: publish forecast method, inputs, assumptions, version, and variance to actual booked revenue
- Own revenue instrumentation: reconcile demand, contact, intake, quote, close, bind, and booked revenue to source records
- Run funnel analysis: identify where volume, conversion, speed, or handoffs break and turn findings into operating actions
- Protect routing and ownership: ensure every live opportunity has the right owner, next action, and escalation path
- Partner with operators: work in sales, intake, placement, and service workflows before changing them
- Automate repeat work with controls: use enrichment, generated notes, task creation, and quality checks while keeping source and correction paths visible
- Measure change: prove whether workflow, campaign, routing, or sales motion changes affected conversion, speed, or revenue
The role does NOT own frontline sales management, customer conversations, placement strategy, marketing creative, or temporary cross-functional projects without a permanent home.
Operating proof required: funnel states have one canonical definition; reported metrics reconcile to source records; live opportunities have one current owner and next action; routing changes carry test cases and rollback paths; forecasts preserve inputs and variance; automated writes expose source and failure states; temporary fixes reach permanent ownership and instrumentation.
Requirements:
- Owned revenue operations, sales operations, growth operations, or comparable operating system in a fast-growing company
- Understand CRM architecture, lifecycle stages, routing, attribution, forecasting, and pipeline hygiene
- Can write SQL or work directly with data to test claims
- Move from analysis to operating change and measure results
- Partner with sales leaders and frontline operators without turning problems into process meetings
- Have operated generated notes, enrichment, routing, task creation, or reporting automations with visible source data and correction paths
- Care more about booked revenue and conversion than dashboard activity
- Based in San Francisco or ready to relocate
- Must be on-site; remote or hybrid not available
