Director, Revenue Operations

Director, Revenue Operations

Location

San Francisco, Remote

Employment Type

Full time

Department

Sales

Compensation

• $251K – $339K • Offers Equity

Additionally, this role is eligible to participate in our equity plan and benefits program. Benefits include, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits (401k match up to 4%), and flexible PTO.

Why Harvey

At Harvey, we’re transforming how legal and professional services operate — not incrementally, but end-to-end. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come.

This is a rare chance to help build a generational company at a true inflection point. With 700+ customers in 58+ countries, strong product-market fit, and world-class investor support, we’re scaling fast and defining a new category in real time. The work is ambitious, the bar is high, and the opportunity for growth — personal, professional, and financial — is unmatched.

Our team is sharp, motivated, and deeply committed to the mission. We move fast, operate with intensity, and take real ownership of the problems we tackle — from early thinking to long-term outcomes. We stay close to our customers — from leadership to engineers — and work together to solve real problems with urgency and care. If you thrive in ambiguity, push for excellence, and want to help shape the future of work alongside others who raise the bar, we invite you to build with us.

At Harvey, the future of professional services is being written today — and we’re just getting started.

Role Overview

The Director, Revenue Operations (RevOps) is a strategic, cross-functional leader responsible for optimizing and orchestrating the company’s go-to-market (GTM) engine. This role oversees Revenue Insights & Analytics, GTM Planning, Incentive Compensation Design, and the Revenue PMO (Program Management Office) — ensuring that data, process, and execution work in concert to drive predictable, efficient, and scalable growth.

You will partner closely with Sales, Customer Success, Marketing, Product, and Finance leaders to design and operationalize strategies that accelerate revenue growth, improve conversion across the funnel, and ensure organizational alignment around performance metrics and goals.

What You’ll Do

1. Revenue Insights & Analytics

• Lead the design and execution of a unified GTM operating cadence around how GTM metrics are defined, distributed, reviewed, and actioned covering pipeline health, conversion metrics, retention, expansion, and efficiency (productivity, CAC, payback, NRR, etc.)
• Develop dashboards and reporting for executive, board, and GTM teams
• Translate data into actionable insights that guide GTM investments and strategy shifts
• Partner with Data & Finance to ensure clean, governed, and consistent GTM data infrastructure
• Own the cadence of business reviews (QBRs, forecast reviews, board prep)

2. GTM Planning & Forecasting

• Drive annual and quarterly GTM planning processes, including capacity modeling, pipeline target setting, long range planning, and resource management.
• Build headcount and quota deployment models to support growth and manage risk.
• Partner with Finance on revenue forecasting, scenario modeling, and budgeting.

3. Compensation Design & Governance

• Design, implement, and administer incentive compensation plans for all GTM functions (Sales, CS, SDR, Partnerships)
• Ensure comp plans align with company strategy, are financially responsible, and drive the right behaviors
• Partner with Finance and HR on payout governance and communications
• Lead quarterly reviews and continuous optimization of compensation structures and SPIFFs
• Incentive analytics: report attainment and performance distribution metrics and continuously assess the effectiveness of our plan design to deliver against company objectives.

4. Program Management Office (Revenue PMO)

• Build and lead a GTM Program Management Office responsible for executing strategic initiatives across the revenue organization (e.g., product launches, system rollouts, process overhauls) with a specific focus on how we deploy and leverage AI tools internally.
• Define project governance frameworks, prioritize cross-functional initiatives, and ensure execution against strategic OKRs
• Establish standardized project management methodologies, templates, and reporting cadences

5. Leadership

• Build and mentor a world-class RevOps team spanning analytics, incentives, systems, strategy, and PMO functions
• Serve as the connective tissue across Sales, Marketing, CS, Product, and Finance leadership teams
• Champion data-driven decision-making, operational excellence, and continuous improvement across the GTM organization
• Communicate complex operational insights in simple, actionable ways to executive leadership

What You Have

• 10+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy roles, with at least 3–5 years in a leadership capacity
• Deep understanding of SaaS metrics, subscription / usage-based models, and the customer lifecycle (acquisition → expansion → retention)
• Proven success leading GTM planning, analytics, or comp design at a B2B SaaS company
• Strong command of Salesforce (CRM), BI tools (e.g. Omni), and data infrastructure
• Ability to manage complex cross-functional programs with multiple stakeholders and deadlines
• Excellent analytical, financial modeling, and executive communication skills
• Track record of building and scaling teams, processes, and systems in high-growth environments
• Familiarity with sales compensation tools, planning systems, and project management suites.

Compensation

$251,000 - $339,000 USD

Please find our CA applicant privacy notice here.

Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made by emailing accommodations@harvey.ai

Compensation Range: $251K - $339K

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