Revenue Operations Lead

Revenue Operations LeadHarper 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.