Revenue Operations Lead

Location: On‑site in San Francisco; relocation welcome.

About the role

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.

Responsibilities

• Own the funnel definitions – maintain canonical meaning, entry rule, exit rule, source, and accountable owner for every revenue state.
• Own CRM behavior and routing – define and maintain fields, validations, automations, permissions, state transitions; keep assignment logic, exceptions, ownership changes, escalation paths inspectable and tested; every routing change includes test case, approval owner, effective date, rollback path.
• Own the forecast – publish method, inputs, assumptions, version; carry variance back to actual booked revenue each cycle.
• Own revenue instrumentation – make demand, contact, intake, quote, close, bind, and booked revenue reconcile to source records for same population and window.
• Run funnel analysis and turn it into action – find where volume, conversion, speed, or handoffs break; convert findings into specific operating change with a named owner.
• Automate repeat work with controls – use enrichment, generated notes, task creation, quality checks, reporting only when 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; state plainly when it didn't.

The reality: you will inherit a system assembled under pressure; first months are archaeology — finding drifted definitions, orphaned automations, unreconciled reports — fixing them while revenue keeps moving. No pause button, no clean handoff. This role owns the system that frontline teams run on, not sales management, placement strategy, or marketing creative.

Requirements

• Proven experience owning revenue operations, sales operations, or growth operations at a fast‑growing company.
• Deep understanding of CRM architecture, lifecycle stages, routing, attribution, forecasting, and pipeline hygiene.
• Ability to write SQL or work directly with data to test claims.
• Track record of moving from analysis to operating change and measuring impact.
• Skill partnering with sales leaders and frontline operators within sales, intake, placement, and service workflows without turning every problem into a process meeting.
• Experience treating AI as leverage — operating generated notes, enrichment, routing, or reporting automations with visible source data, failure states, and correction paths; having opinions on where AI helps and where it corrupts the record.
• Focus on booked revenue and conversion over dashboard activity.

Benefits

• Health, dental, and vision insurance
• Meals provided — breakfast, lunch, and dinner
• Snacks, drinks, and coffee stocked daily
• Commuter benefits
• Free gym membership

Pay

Salary: $170,000–$240,000 base, plus performance bonus and equity.

Schedule

Monday–Friday, long days. Exact coverage window set by office.