Harness is a high-growth company that is disrupting the software delivery market. Our mission is to enable the 30 million software developers in the world to deliver code to their users reliably, efficiently, securely and quickly, increasing customers’ pace of innovation while improving the developer experience. We offer solutions for every step of the software delivery lifecycle to build, test, secure, deploy and manage reliability, feature flags and cloud costs. The Harness Software Delivery Platform includes modules for CI, CD, Cloud Cost Management, Feature Flags, Service Reliability Management, Security Testing Orchestration, Chaos Engineering, Software Engineering Insights and continues to expand at an incredibly fast pace.

Harness is led by technologist and entrepreneur Jyoti Bansal, who founded AppDynamics and sold it to Cisco for $3.7B. We’re backed with $425M in venture financing from top-tier VC and strategic firms, including J.P. Morgan, Capital One Ventures, Citi Ventures, ServiceNow, Splunk Ventures, Norwest Venture Partners, Adage Capital Partners, Balyasny Asset Management, Gaingels, Harmonic Growth Partners, Menlo Ventures, IVP, Unusual Ventures, GV (formerly Google Ventures), Alkeon Capital, Battery Ventures, Sorenson Capital, Thomvest Ventures and Silicon Valley Bank.

POSITION SUMMARY

The Vice President of Revenue Operations & Strategy is a senior leadership role responsible for driving revenue growth and operational efficiency within an organization. This role requires a deep understanding of sales, marketing, and business operations, as well as a strategic mindset to develop and implement revenue-focused strategies.

ABOUT THE ROLE

Revenue Strategy:

Develop and communicate a clear revenue growth strategy aligned with the organization's business goals.
Identify market trends, customer needs, and competitive insights to shape revenue strategies.
Collaborate with senior leadership to set revenue targets and key performance indicators (KPIs).

Sales and Marketing Alignment:

Foster collaboration and alignment between the sales and marketing teams to maximize lead generation and conversion.
Oversee the development of sales and marketing strategies to optimize customer acquisition and retention.

Pricing and Monetization:

Analyze pricing strategies and identify opportunities to optimize pricing models.
Work on pricing and packaging strategies to maximize revenue while considering customer value.

Sales Operations:

Lead the sales operations team in optimizing sales processes, tools, and technologies.
Define and monitor sales metrics, pipeline management, and forecasting accuracy.

Revenue Performance Metrics:

Establish and track key revenue performance metrics and financial targets.
Develop reports and dashboards to monitor progress and communicate results to leadership.

Customer Insights:

Gather and analyze customer feedback, preferences, and behaviors to refine revenue strategies.
Identify cross-sell and upsell opportunities to increase customer lifetime value.

Data Analysis and Insights:

Utilize data analytics to make informed decisions regarding revenue growth and customer behavior.
Apply data-driven insights to refine pricing, product offerings, and customer segmentation.

Partnerships and Alliances:

Identify potential strategic partnerships, alliances, and distribution channels to expand revenue streams.
Negotiate and manage partner agreements and relationships.

Team Leadership:

Build and lead a high-performing revenue operations and strategy team.
Provide mentorship, guidance, and support to team members.
Foster a collaborative and innovative team culture.

Budget and Resource Management:

Develop and manage the department's budget, ensuring efficient resource allocation.
Monitor costs and seek cost-saving opportunities.

ABOUT YOU

Bachelor's or Master's degree in business, finance, marketing, or a related field.
Extensive experience in revenue operations, strategy, and leadership roles.
Strong strategic thinking and problem-solving skills.
Excellent communication and interpersonal skills.
Proven experience in sales and marketing strategy development.
Proficiency in data analytics and financial analysis.
Familiarity with sales and marketing automation tools.
Demonstrated experience in leading and developing high-performing teams.

Work Location

This is a Hybrid role to the San Francisco office.

What you will have at Harness

Competitive compensation
Comprehensive healthcare benefits
Flexible Spending Account (FSA)
Employee Assistance Program (EAP)
Paid Time Off and Parental Leave
Monthly, quarterly, and annual social and team-building events
TGIF-Off program
Recharge & Reset Program
Monthly internet reimbursement
Commuter benefits

The anticipated salary range for this position is $280,000 - $350,000 annually. Salary is determined by a combination of factors including location, level, relevant experience, and skills. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. The compensation package for this position also includes a commission/variable component, which is based on performance, plus equity, and benefits. More details about our company benefits can be found at the following link: https://www.harness.io/company/careers.

Pay transparency

$280,000—$350,000 USD