Revenue Operations Lead
At a glance
Senior Revenue & Sales Operations role at Harper. San Francisco · full-time · $170,000–$240,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Set the official meaning, entry criteria, exit criteria, source, and owner for every revenue stage
- Run CRM fields, validations, automations, permissions, routing rules, exceptions, and rollback controls
- Publish the forecast approach and reconcile each cycle's variance with booked revenue
- Tie demand through booked revenue back to source records across matching populations and time windows
- Turn funnel breakdowns into owned operating changes, then test their effect on conversion, speed, or revenue
What you bring
- Prior ownership of revenue, sales, or growth operations in a fast-growing company is required
- You understand CRM structure, lifecycle stages, routing, attribution, forecasting, and pipeline hygiene firsthand
- You can use SQL, or work closely enough with data to verify claims yourself
- You have operated AI automations with visible sources, failure handling, and human correction paths
Who this fits
You suit a senior operator who works from analysis to system change and measures the commercial result. This is an individual-contributor systems role rather than frontline sales management, placement, or marketing creative. You must work onsite in San Francisco Monday through Friday, handle long days, and travel to Atlanta and New York as offices scale. You must already be in San Francisco or willing to relocate.
From the employer
Revenue Operations Lead
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.
The role
Two dashboards disagree about the same funnel. A stage changed without the owner changing. The forecast moved and nobody can trace why. Those are not reporting annoyances. They are failures in the operating system you own.
Here is the honest state of it: Harper has been piecing RevOps together as it grew — a routing rule here, a dashboard there, a forecast someone built because the company needed one that week. It got us to ~100x growth. It will not get us through the next stage. We need someone who has actually run revenue operations before, who knows what a canonical funnel definition looks like and why a CRM automation needs a failure state, and who will take permanent ownership of the definitions, system behavior, routing, forecast, and instrumentation underneath Harper's revenue. When another team proves a temporary fix, you decide how it enters the permanent system, and you keep it reconciled.
Why now: Harper is scaling across three offices. Atlanta adds frontline volume, New York adds a second headquarters, and this San Francisco seat keeps one inspectable revenue system underneath all of it. This role does not own frontline sales management, customer conversations, placement strategy, or marketing creative. It owns the system those teams run on.
What you'll do
Own the funnel definitions. Maintain the canonical meaning, entry rule, exit rule, source, and accountable owner for every revenue state, so there is one answer to what a stage means.
Own CRM behavior and routing. Define and maintain fields, validations, automations, permissions, and state transitions, and keep assignment logic, exceptions, ownership changes, and escalation paths inspectable and tested. Every routing change carries a test case, an approval owner, an effective date, and a rollback path.
Own the forecast. Publish the method, inputs, assumptions, and version, and carry the variance back to actual booked revenue every cycle.
Own revenue instrumentation. Make demand, contact, intake, quote, close, bind, and booked revenue reconcile to their source records for the same population and window.
Run funnel analysis and turn it into action. Find where volume, conversion, speed, or handoffs break, and convert the finding into a specific operating change with a named owner.
Automate repeat work with controls. Use enrichment, generated notes, task creation, quality checks, and reporting only when the source, resulting state, failure state, and human correction path stay visible.
Measure the change. Prove whether a workflow, campaign, routing decision, or sales motion moved conversion, speed, or revenue — and say so plainly when it didn't.
Who you are
You have owned revenue operations, sales operations, or growth operations at a fast-growing company. This is the real background we've been missing, not a nice-to-have.
You understand CRM architecture, lifecycle stages, routing, attribution, forecasting, and pipeline hygiene from the inside.
You can write SQL, or work directly enough with the data to test a claim yourself before you repeat it.
You move from analysis to operating change and then measure whether the change worked.
You can partner with sales leaders and frontline operators — working inside the sales, intake, placement, and service workflows before changing them — without turning every problem into a process meeting.
You treat AI as leverage — you've operated generated notes, enrichment, routing, or reporting automations with visible source data, failure states, and correction paths — and you have opinions about where it helps and where it quietly corrupts the record.
You care more about booked revenue and conversion than dashboard activity.
The reality — read this before you apply
This job is on-site in San Francisco, Monday through Friday, long days, in the building with sales, intake, and placement, with travel to Atlanta and New York as the offices scale. You are inheriting a system that was assembled under pressure by people whose real jobs were something else. The first months are archaeology: finding every definition that drifted, every automation nobody owns, every report that doesn't reconcile, and fixing them while revenue keeps moving through the pipe. There is no pause button and no clean handoff.
If you want to administer a CRM without owning the revenue outcome, if you produce reports but don't make operating recommendations, if you want to own sales management, account placement, or marketing creative, or if you treat field completeness as proof that the underlying process works, this seat will frustrate you. It does not come with a remote or hybrid default. If the intensity reads as a cost you'd rather avoid, this isn't the seat. If it reads as the point, keep going.
Compensation & logistics
Salary: 170,000–240,000 base, plus performance bonus and equity.
Equity: Yes.
Location: On-site, San Francisco. Based there or willing to relocate.
Schedule: Monday–Friday, long days. Exact coverage window is set by office.
Benefits
Health, dental, and vision insurance
Meals provided — breakfast, lunch, and dinner
Snacks, drinks, and coffee stocked daily
Commuter benefits
Free gym membership
Process
Team call — 30 minutes on Zoom. You meet the team, we meet you.
Office session — about two hours in person. You meet more of the team and work a real problem with us.
Super day — how you actually operate, in real time. We decide after this.
The process moves as fast as you do.
To apply
Send your resume and one revenue-operations example: a 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.
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