Jobs and Careers

Director, Deal Operations & Strategy

San Francisco, United Statesfull_timeVerifiedPosted 18 Jul 2025

💰 $243,000/yr($202,000/yr – $243,000/yr)

About the role

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.

About the Role

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.
10+ 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.