Manager, Deal Operations

Harness is the AI Software Delivery Platform company, led by technologist and entrepreneur Jyoti Bansal (founder of AppDynamics, acquired by Cisco for $3.7B). Harness has raised approximately $570M in funding and is valued at $5.5B, backed by leading investors including Goldman Sachs, Menlo Ventures, IVP, Unusual Ventures, Citi Ventures, and more. As AI accelerates code creation, the real bottleneck has shifted to everything after the code – testing, deployments, application security, reliability, compliance, and cost optimization. Harness brings AI and automation to this “outer loop,” helping teams ship software faster while maintaining security and governance throughout the entire software delivery lifecycle. Powered by Harness AI and the Software Delivery Knowledge Graph, the Harness Platform applies deep context and intelligent automation across the software delivery lifecycle with governance and policy-driven controls embedded throughout the platform. Over the past year, Harness powered over 185M deployments, 82M builds, 18T flag evaluations, 8M security scans, 9.1B optimized tests, 3T protected API calls, and helped manage $2.8B in cloud spend — enabling customers like United Airlines, Morningstar, and Choice Hotels to accelerate releases by up to 75%, reduce cloud costs by up to 60%, and achieve 10x DevOps efficiency. With a global team across 26 offices and 27 countries, Harness is shaping the future of AI software delivery — and we’re looking for exceptional talent to help us move even faster. Position Summary The Manager, 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. • 6+ 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. • 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 • Remote within Eastern or Central Timezones (US only) or Hybrid from NYC or Boston. What you will have at Harness • Competitive salary • Comprehensive healthcare benefits • Flexible Spending Account (FSA) • Flexible work schedule • Employee Assistance Program (EAP) • Flexible Time Off and Parental Leave • Monthly, quarterly, and annual social and team building events • Monthly internet reimbursement Pay transparency $140,000—$155,000 USD Harness in the news: • Accelerating Our Mission to Bring AI to Everything After Code • Goldman Sachs leads investment in software delivery startup Harness at $5.5 billion valuation • How Harness runs 16 “startups within a startup” at scale | Jyoti Bansal • Harness Research Shows AI Visibility Crisis Fueling Security Nightmare • Harness has been named to the Inc. Power Partner list for software delivery success All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin. At Harness, we care about your privacy and are committed to protecting your personal data. For additional information on this topic, you can visit our privacy Portal: https://harness-privacy.relyance.ai/ 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 accommo