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About the Role

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. This is a broad, hands-on role where you will think clearly about what should exist and then go build it, acting as a force multiplier and trusted advisor.

Responsibilities

Build and own the GTM reporting infrastructure, including dashboards, pipeline visibility, conversion rates, and forecast inputs.
Drive the forecasting cadence by building the model, flagging anomalies, identifying pipeline risk and growth opportunities, and advising the CRO.
Own lead-to-order processes end to end, including quoting, deal desk, and order forms.
Identify inefficiencies across sales, solutions architecture, post-sales, and marketing, and design AI-native workflows to address them.
Own quota setting, territory design, and resource allocation modeling.
Operationalize sales playbooks and frameworks by embedding them into systems and processes.
Prepare the CRO and CEO for board-level presentations by synthesizing GTM data.
Serve as a trusted advisor to the CRO, surfacing risks and opportunities proactively.
Work cross-functionally to operationalize consumption and usage-based pricing.
Lead and grow a small team that will scale with the GTM organization.

Requirements

B2B SaaS RevOps experience in a startup or high-growth environment.
Experience personally building systems such as forecasting models, CRM architecture, quoting processes, and territory and quota design.
An AI-native mindset with experience using AI tools to redesign workflows.
Strong analytical rigor to translate GTM data into actionable insights.
Deep familiarity with enterprise sales motions and methodologies.
End-to-end experience running deal desk, quoting, and order form processes.

Skills

AI tools
Forecasting models
CRM architecture
Quoting processes
Territory design
Quota design
Analytical rigor
Enterprise sales motions
Deal desk
Order form processes
Consumption pricing models
Commission plan design
People management
HubSpot or similar CRM fluency

Location

US
Europe

Work Type

Full-time

Experience Level

Director

Benefits

401K
Generous PTO
Meaningful equity

About the Company

Harmonic Security governs AI across browser tabs, desktop apps, engineer-initiated agents, and embedded copilots. Their AI Governance and Control (AIGC) platform operates on the device, within interactions, and at the moment of action, providing security teams with full visibility and control across every AI surface, including agentic and MCP layers invisible to traditional tools. The company is backed by investors N47, Ten Eleven Ventures, and In-Q-Tel. Harmonic's mission is to help enterprises adopt AI safely and at scale, operating with an AI-first design philosophy where employees actively use AI tools to enhance their work.
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.
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.