Director, Revenue Operations

About This Role AI doesn't run in one place anymore. It runs in the browser tab, the desktop app, the agent your engineers kicked off, and the copilot embedded in the tools you already pay for. Harmonic Security governs all of it. Our AI Governance and Control (AIGC) platform sits on the device, inside the interaction, at the moment of action, reading what AI is actually doing (not just the traffic around it) and acting in under 200ms. Security teams get full visibility and control across every AI surface, including the agentic and MCP layer that traditional tools can't see. Their people get to innovate without guardrails slowing them down. We're gaining serious traction at the intersection of AI and cybersecurity, and backed by investors who know the space: N47, Ten Eleven Ventures, and In\-Q\-Tel. 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. It's mission\-critical infrastructure. That's what we build. How We Work: AI-First by Design Harmonic exists to help enterprises adopt AI safely and at scale. We hold ourselves to that same standard. Everyone here actively uses AI tools to do their best work, from research and writing to building automated workflows. We expect every new hire to bring genuine curiosity for AI and a commitment to working smarter and faster with it. For some, this means staying open to new tools. For others, it means architecting new systems with AI at the core. We're transparent about expectations for every role, and we give you the tools and support to thrive. About The Team 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. 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. You'll own everything from lead to order: 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. 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. This is a broad, hands‑on role. If you're looking for a position where you set strategy and let the team execute, this isn't it. The team is small, the runway is real, and we need someone who can think clearly about what should exist and then go build it. You're a force multiplier, a trusted advisor, and someone who is genuinely excited to do something better than it's been done before the AI era. What You'll Do 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 Operationalise sales playbooks and frameworks: not just documenting them, but embedding them into systems and processes so they actually influence behavior Prepare the CRO and CEO for board-level presentations, synthesising GTM data into clear, decision-ready materials Serve as a trusted advisor to the CRO with a regular cadence that surfaces risks and opportunities before they become problems 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 What You Bring B2B SaaS RevOps experience in a startup or high-growth environment, not just at scale You've personally built the systems, not just managed the teams who did: forecasting models, CRM architecture, quoting processes, territory and quota design An AI-native mindset: you've used AI tools to redesign workflows, you're not wedded to legacy approaches, and you're actively experimenting with what's next Strong analytical rigour: you can turn raw GTM data into a clear narrative that helps a CRO or CEO make a real decision, build a forecast model, and identify pipeline risks and opportunities Deep familiarity with enterprise sales motions and methodologies: you understand how great sales teams operate and build systems that support them, not slow them down End-to-end experience running deal desk, quoting, and order form processes Nice-to-have Experience with consumption or usage-based pricing models and how they affect forecasting, GTM metrics, and territory design Commission plan design experience 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 You Might Be a Fit if You 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 Treat your own past playbooks as a starting point, not an answer Are actively building with AI tools, not waiting to see where things land Would rather rebuild a broken process from scratch than patch it Can hold a complex conversation with a CRO about pipeline health one hour and be heads-down in a CRM configuration the next Find ambiguity energising: you're good at figuring out what should exist and making it exist Are genuinely curious about how AI is changing the RevOps function, and have opinions about what that means in practice What Success Looks Like Within 30 days: 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 Within 90 days: 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 Within 6 months: you own the GTM operations engine end to end, the infrastructure is built to scale, the team runs on AI-native processes that meaningfully reduce manual overhead, and consumption pricing is modelled into territory and forecasting design Why Join Us This isn't just a job, it's a chance to help define a category, and to build this chapter of the story from its first page. We're building at the intersection of AI and security, where the rules haven't been written yet, and the people who join now will write them. Recognized momentum: named to Rising in Cyber 2026, a signal the market is taking notice Rare market opportunity: join early in a category-defining company shaping how enterprises tackle one of tech's biggest unsolved problems Competitive pay and meaningful equity: a real stake in Harmonic's success, not a token gesture Comprehensive benefits: 401K, generous PTO A small, high-trust team: transparency, creativity, continuous learning, no politics, no bureaucracy Thoughtful leadership that cares about your growth, not just your output Annual global off-sites: past trips include Lisbon and Nashville Real ownership: you'll shape a new part of the company from day one Harmonic's Core Values Flourish in the Unknown. We embrace new, unfamiliar situations that require initiative and rapid decision-making. We orient ourselves quickly and deliver results with minimal guidance. Never Full. We raise our hands, take on challenges, and assist others whenever possible. We hunger for opportunities to learn and do more. Perfect Harmony. We support one another to create cohesion and unity. We collaborate openly, share feedback honestly, and help everyone produce their best work Compensation Range: $210K \- $235K #J-18808-Ljbffr RevOps Report