Director of Revenue Operations

About this role

About Harmony

Harmony gives every employee an always-on expert for every service request, inside the tools they already use. Deployed inside Slack and Microsoft Teams, its agents draw on a context graph connecting each employee's identity, devices, applications, and history, resolving requests across IT, HR, finance, procurement, and legal automatically, before a ticket ever opens.

With 100+ prebuilt agents that deploy in days, not months, and a 70% no-touch resolution rate, Harmony removes the manual work from enterprise service without removing the humans who should own the hard problems. Built for IT and HR teams that are done waiting for their service platform to catch up with the rest of the business.

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 http://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…