Harmonic Security, Inc

Director, Revenue Operations

New York, NY- Hybrid · Director

Sponsorship not specifiedDetected 2 days ago

HubSpotCRMSalesForecastingCadenceResearchLeadershipPublic Speaking

About the role

This role exists because Harmonic needs its RevOps function built for a world where AI changes how every part of the GTM motion works.
Some days you'll be rebuilding a quoting workflow with the GTM engineer.
Other days you'll be advising the CRO and CEO on where to make the next growth investment, or working through consumption pricing models with Finance.

Build and own the GTM reporting infrastructure: dashboards, pipeline visibility, conversion rates, and forecast inputs that translate into clear, exec-ready insights for GTM leaders and the board
Drive the forecasting cadence: build the model, flag anomalies, identify pipeline risk and growth opportunities, and advise the CRO who owns the final call
Own lead-to-order end to end: quoting, deal desk, order forms, and the processes that surround them, with a Revenue Engineer on your team to build automation around this
Identify inefficiencies across sales, solutions architecture, post-sales and marketing, and work with the GTM engineer to design AI-native workflows that fix them
Own quota setting, territory design, and resource allocation modelling as we scale across the US and Europe
Work cross-functionally to operationalise consumption and usage-based pricing, and model how it affects forecasting, territory design, and GTM metrics
Lead and grow a small team that will scale with the GTM organization
You've personally built the systems, not just managed the teams who did: forecasting models, CRM architecture, quoting processes, territory and quota design
quoting, deal desk, CRM, forecasting infrastructure, territory and quota design, and the data and analytics that give the GTM org a real pulse on the business.
We orient ourselves quickly and deliver results with minimal guidance.

B2B SaaS RevOps experience in a startup or high-growth environment, not just at scale
As AI adoption inside the enterprise accelerates, the ability to safely observe, control, and enforce policy in real time isn't a nice-to-have.
the biggest inefficiencies in the sales process are identified, you have already fixed or are in the process of fixing at least three of them, and pipeline risks and growth opportunities are being surfaced proactively

Experience with consumption or usage-based pricing models and how they affect forecasting, GTM metrics, and territory design
People management experience
HubSpot or similar CRM fluency (tool-agnostic candidates welcome: we care about judgment, not platform familiarity)
RevOps experience across EMEA or APAC in addition to Americas
Get uncomfortable when things aren't being measured properly, and do something about it
Have strong opinions about how RevOps should work, and can back them up with data
Aren't afraid to challenge CRO or CEO assumptions when the data tells a different story
Would rather rebuild a broken process from scratch than patch it

AI doesn't run in one place anymore.
Harmonic Security governs all of it.
Their people get to innovate without guardrails slowing them down.
We're gaining serious traction at the intersection of
you've used AI tools to redesign workflows, you're not wedded to legacy approaches, and you're actively experimenting with what's next

401K, generous PTO
A small, high-trust team: transparency, creativity, continuous learning, no politics, no bureaucracy
Competitive pay and meaningful equity: a real stake in Harmonic's success, not a token gesture
Can hold a complex conversation with a CRO about pipeline health one hour and be heads-down in a CRM configuration the next
the CRO has a regular forecast cadence, a clear view of the current tech stack, and reporting dashboards that tell the GTM story and give leaders real visibility into the health of their business

The GTM organization is on a mission to scale Harmonic, and we need a Director of Revenue Operations to build the operational backbone that makes that possible.
You'll partner closely with our GTM leaders, Finance, Legal, and VP of AI Engineering across a function you'll own end to end.
This is a high-visibility role.
You'll be in the room when we're deciding where to invest and how to structure our go-to-market motion as we expand across the US and Europe.
You'll have full latitude to improve what's already in place or rebuild it from the ground up.
What matters is that it's built efficiently, and built for an AI-native world.
join early in a category-defining company shaping how enterprises tackle one of tech's biggest unsolved problems
Real ownership: you'll shape a new part of the company from day one

This listing is sourced directly from Harmonic Security, Inc's careers page and normalized into a canonical job model.