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 26 offices and 27 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 revenue operations 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 Revenue 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
- 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.
At Harness, we care about your privacy and are committed to protecting your personal data. For additional information on this topic, you can visit our privacy Portal: https://harness-privacy.relyance.ai/
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.
Skills Required
- 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
- Strong work ethic and desire to work together with the team
- Thrive in action-oriented, fast paced, global environment
- Self-starter that thrives taking a high level problem statement and diving into details
Harness Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Harness and has not been reviewed or approved by Harness.
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Fair & Transparent Compensation — Pay is considered competitive across many roles, with engineering noted as particularly strong. Feedback suggests role-level compensation details for sales are relatively visible, aiding clarity around base and OTE.
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Leave & Time Off Breadth — Programs like flexible PTO, parental leave, periodic company-wide Fridays off, and a dedicated Recharge & Reset benefit expand time-away options. Feedback suggests these cadence-based days help employees meaningfully disconnect.
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Healthcare Strength — Core medical, dental, and vision coverage is highlighted alongside an Employee Assistance Program and wellness initiatives. Mental health and wellbeing support complement the primary plans.
Harness Insights
What We Do
Harness is a leader in AI-native software delivery, dedicated to empowering developers and engineering teams worldwide. We revolutionize how software is built, tested, deployed, and optimized by driving efficiency, reliability, and speed throughout the software development lifecycle. At Harness, we envision a world where developers focus on innovation, free from repetitive tasks, supported by tools that streamline every step. Our platform leverages AI and automation across all key pillars of software delivery: Continuous Integration, Continuous Delivery, Feature Flags and Experimentation, Cloud Cost Management, Security Testing, and more. By automating traditionally manual processes that slow down engineering teams, Harness enables organizations to release software faster, reduce errors, and optimize costs—all while enhancing the developer experience and flexibility. Harness is transforming software delivery on a global scale. As a pioneer in AI-driven automation, we streamline complex development processes, eliminate inefficiencies, and empower developers to innovate freely. Our mission is ambitious: enabling millions of developers to deliver code faster, more reliably, and with greater ease than ever before.
Why Work With Us
Harness is built on a culture of growth, collaboration, and transparency, where team members are encouraged to push boundaries and solve meaningful challenges. We invest in personal and professional development, value work-life balance, and foster a supportive environment—making Harness an ideal place to make a real impact in tech.
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