Revenue Operations Lead

The Problem

Harper is an AI-native commercial insurance company in San Francisco. We're not bolting AI onto insurance - we're rebuilding the entire business as software, on a simple bet: turning expert human judgment into compute is one of the largest transitions left to make, and a trillion-dollar industry still run 90% by hand is the place to prove it. We've grown ~100x in the last year and we move at that speed - on-site, in person, long days, very high standards. Almost no one joins Harper for insurance; they join to build the company that replaces how it works.

Role in one line: Permanently own the definitions, system behavior, routing, forecast, and instrumentation behind Harper's revenue funnel.

Two dashboards disagree about the same funnel. A stage changed without the owner changing. The forecast moved, but nobody can trace why. Those are not reporting annoyances. They are failures in the operating system you own.

Harper is scaling an AI-native commercial insurance operation across three offices. Atlanta adds frontline volume. New York adds a second headquarters. This San Francisco role keeps one inspectable revenue system underneath all of it.

Why now

Revenue Operations is the permanent owner of funnel definitions, customer relationship management system behavior, routing, forecasting, and revenue instrumentation. When another team proves a temporary fix, this role decides how it enters the permanent system, operates it, and keeps it reconciled.

This role does not own frontline sales management, customer conversations, placement strategy, marketing creative, or temporary cross-functional projects whose permanent home has not yet been decided.

What you own

• Own funnel definitions. Maintain the canonical meaning, entry rule, exit rule, source, and accountable owner for each revenue state.
• Own CRM behavior. Define and maintain fields, validations, automations, permissions, and state transitions around the canonical funnel.
• Own routing. Keep assignment logic, exceptions, ownership changes, and escalation paths inspectable and tested.
• Own forecasting. Publish the forecast method, inputs, assumptions, version, and variance back to actual booked revenue.
• Own revenue instrumentation. Make demand, contact, intake, quote, close, bind, and booked revenue reconcile to their source records.
• Run funnel analysis. Find where volume, conversion, speed, or handoffs break and turn the finding into a specific operating action.
• Protect routing and ownership. Make sure every live opportunity has the right owner, next action, and escalation path.
• Partner with operators. Work in the sales, intake, placement, and service workflows before changing them.
• Automate repeat work with controls. Use enrichment, generated notes, task creation, quality checks, and reporting only when the source, failure state, and human correction path remain visible.
• Measure the change. Prove whether a workflow, campaign, routing decision, or sales motion changed conversion, speed, or revenue.

The operating proof

• Funnel states have one canonical definition, source, entry rule, exit rule, and accountable owner.
• Reported metrics reconcile to source records for the same population and window.
• Live opportunities keep one current owner, one next action, and a recorded routing reason.
• Routing changes carry a test case, approval owner, effective date, and rollback path.
• Forecasts preserve their inputs, assumptions, version, and variance to actual booked revenue.
• Automated writes expose their source, resulting state, failure state, and correction path.
• Temporary fixes that belong in the revenue system reach a permanent owner, operating documentation, instrumentation, and a verified run.

Who thrives here

• You have owned revenue operations, sales operations, growth operations, or a comparable operating system in a fast-growing company.
• You understand CRM architecture, lifecycle stages, routing, attribution, forecasting, and pipeline hygiene.
• You can write SQL or work directly enough with data to test a claim yourself.
• You move from analysis to operating change and then measure whether the change worked.
• You can partner with sales leaders and frontline operators without turning every problem into a process meeting.
• You have operated generated notes, enrichment, routing, task creation, or reporting automations with visible source data, failure states, and correction paths.
• You care more about booked revenue and conversion than dashboard activity.
• You are based in San Francisco or ready to relocate.

Who should not apply

• You want to administer a CRM without owning the revenue outcome.
• You produce reports but do not make operating recommendations.
• You want to own sales management, account placement, marketing creative, or every temporary cross-functional problem.
• You rely on field completeness as proof that the underlying process works.
• You need a remote or hybrid default.

Location

• Working location: San Francisco, on-site.

Benefits

• Health, dental, and vision insurance
• Commuter benefits
• Team meals and snacks

The Process

1. Founder screen - Initial fit and alignment
2. On-site day - Meet the team, work through real scenarios

How to apply

Send your resume and a short revenue-operations example. Describe one funnel or CRM problem that looked like a data issue but was really an operating issue, how you proved it, what you changed, and the revenue or conversion result.