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 Director, Deal Operations and Strategy at Harness plays a critical role in driving our sales success by ensuring efficient and strategic deal execution.

This role is responsible for the quoting and deal operations processes, collaborating with cross-functional teams especially Harness Sales Team and RevOps team, by providing valuable insights to optimize deal structures and contract negotiations. This is a key role to help drive deal process improvements to maximize revenue while maintaining alignment with company objectives.

Key Responsibilities

Deal Strategy and Structuring: Collaborate with sales teams to develop effective deal strategies, ensuring alignment with overall company goals and customer needs. Analyze deal structures and pricing to maximize revenue while considering competitive dynamics and market conditions.
Cross-functional Collaboration: Work closely with Sales, Finance, Legal, and other teams to review, approve, and streamline deal processes. Ensure compliance with company policies and legal requirements.
Deal Metrics and Reporting: Develop and maintain deal desk metrics to track deal performance, identify trends, and provide actionable insights to sales leadership. Use data-driven analysis to guide decision-making.
Process Optimization: Continuously improve deal desk processes, tools, and workflows to enhance efficiency and effectiveness. Implement best practices and ensure consistent deal execution.
Training and Enablement: Provide training and guidance to sales teams on deal desk processes, pricing strategies, and contract negotiations. Ensure that sales teams are equipped with the necessary knowledge to navigate complex deals.

About You

Bachelor’s degree in Business, Finance, or related field; MBA though not required, is a plus.
8+years of experience in deal desk, pricing strategy, sales operations, or related roles, with a strong preference for those who have worked in the software/technology industry.
3+ years managing a diverse team with experience hiring and developing early-career talent, a big plus
Strong analytical and problem-solving skills, with the ability to work with complex data and make informed decisions.
Excellent communication and negotiation skills.
Proficiency in Salesforce and CPQ systems, as well as financial modeling tools.
Experience with consumption pricing is a plus.
Strong knowledge of contract terms, legal implications, and risk assessment.
Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.

Work Location

This role is hybrid but it requires you to be physically based in our San Francisco, CA Global HQ three days a week.

What You Will Have at Harness

Competitive salary
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
Recharge & Reset Program
Monthly internet reimbursement
Commuter benefits

The anticipated base salary range for this position is $160,000 - $195,000 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 may also include equity, and benefits. More details about our company benefits can be found at the following link: https://www.harness.io/company/careers.

A valid authorization to work in the U.S. is required

Pay transparency

$160,000—$195,000 USD

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.

Note on Fraudulent Recruiting/Offers

We have become aware that there may be fraudulent recruiting attempts being made by people posing as representatives of Harness. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers.

Please note, we do not ask for sensitive or financial information via chat, text, or social media, and any email communications will come from the domain @harness.io. Additionally, Harness will never ask for any payment, fee to be paid, or purchases to be made by a job applicant. All applicants are encouraged to apply directly to our open jobs via our website. Interviews are generally conducted via Zoom video conference unless the candidate requests other accommodations.

If you believe that you have been the target of an interview/offer scam by someone posing as a representative of Harness, please do not provide any personal or financial information and contact us immediately at [email protected]. You can also find additional information about this type of scam and report any fraudulent employment offers via the Federal Trade Commission’s website (https://consumer.ftc.gov/articles/job-scams), or you can contact your local law enforcement agency.

Director – Deal Operations & Strategy

Harness

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