Director of Revenue Operations, Harvey
$251-339k
Offers Equity
Generative AI for legal teams
Be an early applicant
Generative AI for legal teams
201-500 employees
Be an early applicant
$251-339k
Offers Equity
201-500 employees
Company mission
To help build the future of professional services.
Role
Who you are
- 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
What the job involves
- 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
- 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)
- 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
- 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
- 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
- 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
Our take
The explosive popularity of generative AI tools has seen specialized solutions popping up for all kinds of industries. Hoping to help supercharge efficiency and productivity for legal teams, Harvey supplies Gen AI that can assist with documentation, as well as aid research and optimize workflows.
Via natural language instructions, Harvey helps draft and analyze legal documents. It can also answer complex questions across large document sets, or even handle research queries that cover multiple domains in legal, regulatory and tax.
Its ability to support legal practitioners as if it's another member of the team is what makes Harvey particularly interesting. This approach has seen the company raise substantial funding, reaching Unicorn status in 2024. Funds will be used to expand to new geographies, grow headcount and further collect and curate data to train more “domain-specific” AI models.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 7 rounds)
Jun 2025
$300m
SERIES E
Feb 2025
$300m
SERIES D
Total funding: $806.1m
Company benefits
- Comprehensive health, dental and vision coverage
- Retirement benefits (401k match up to 4%)
- Flexible PTO
Company HQ
SoMa, San Francisco, CA
Leadership
Winston Weinberg
(CEO)Graduated with a Juris Doctor from the USC Gould School of Law, then spent 1 year as an Associate at O'Melveny & Myers before founding Harvey.
Gabe Pereyra
(President)Previously worked as a Research Scientist at Meta and DeepMind. Also spent a year as a Brain Resident at Google.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 76 more jobs at Harvey