Harbor is at an inflection point in the evolution of its commercial engine. With strong market position, a differentiated services portfolio, and PE sponsorship behind an ambitious growth agenda, the Company is investing in the operating infrastructure required to scale with discipline. The Head of Global Revenue Operations will be a principal architect of that infrastructure and a visible executive leader in Harbor’s next chapter.
This is a rare opportunity to stand up a true enterprise RevOps function, one with a clear seat at the leadership table, direct line of sight to the Board, and ownership of the operating system that governs how Harbor plans, sells, serves, and grows. The mandate combines strategy and execution: define the commercial operating model, modernize the GTM data and technology foundation, and install the analytics, cadence, and governance required to drive predictable, accountable revenue performance at global scale.
POSITION SUMMARY:
Harbor Global is seeking a Head of Global Revenue Operations to architect and lead the commercial operating model underpinning a global, PE-backed, consultative-services business. Reporting to the Chief Revenue Officer and partnering closely with the CEO, CFO, and Board, this executive will own end-to-end revenue lifecycle performance, from GTM strategy and planning through pipeline, productivity, and renewal, and will set the standard for rigor, accountability, and scalability in how Harbor sells, serves, and grows.
This is an enterprise leadership role, not a sales support function. The successful candidate will serve as the CRO’s strategic advisor and chief of staff for commercial performance, the principal architect of Harbor’s go-to-market operating system, and the executive accountable for translating commercial strategy into measurable revenue outcomes. Scope spans Revenue Strategy & Planning, Deal Desk and Commercial Operations, GTM Systems & Data, Revenue Analytics & Insights, Sales Enablement, and Field Productivity, unified under a single global function.
The role carries a clear transformation mandate: unify a historically distributed set of commercial-support activities into a modern RevOps function, modernize the underlying technology and data stack, and install the operating cadence required to scale a consultative, multi-segment revenue engine. Success will depend on close partnership with Sales, Delivery, Marketing, Finance, IT, HR, and the broader leadership team.
WHAT SUCCESS LOOKS LIKE:Within the first 12–24 months, the Head of Global Revenue Operations will be measured against:
- Commercial performance: measurable improvement in forecast accuracy, pipeline coverage and velocity, win rates, and seller productivity (revenue per rep, ramp time, quota attainment distribution).
- Operating model maturity: a unified global RevOps function with clear charter, service levels, and operating cadence; demonstrable shift from reactive reporting to forward-looking commercial insight.
- Revenue lifecycle integration: a coherent end-to-end model spanning demand, pipeline, deal execution, delivery handoff, and renewal/expansion, with shared definitions, data, and accountability across Sales, Marketing, and Delivery.
- Technology and data foundation: a modernized GTM tech stack, single-source-of-truth reporting, and demonstrable improvement in data quality, governance, and time-to-insight.
- Manager effectiveness: a measurable lift in front-line manager coaching rigor, deal inspection quality, and team-level performance management, supported by enablement and analytics.
- Executive and Board confidence: the CRO, CEO, CFO, and Board can rely on RevOps as the authoritative source for commercial performance, planning assumptions, and investment decisions.
- At least 15 years of progressive leadership in Revenue Operations, Commercial Operations, or GTM strategy, including time at the head-of-function level in a global business.
- Track record of building or transforming an enterprise RevOps function (charter, team, operating model, technology, and data) in a complex, multi-segment organization.
- Deep experience with the full revenue lifecycle: GTM planning, forecasting, pipeline, deal execution, productivity, renewal, and analytics.
- Modern technology fluency: Salesforce and the broader GTM stack (CPQ, sales engagement, conversation intelligence, enablement platforms, BI), and a track record of using technology and automation to drive commercial productivity.
- Strong commercial and financial acumen; comfortable owning forecast credibility with a CFO and presenting to a Board.
- Experience in consultative, services-led, or solutions-selling businesses preferred; private equity portfolio experience a plus.
- Executive presence and the influence skills to lead through peers across Sales, Marketing, Delivery, Finance, HR, Legal, and Technology.
- Demonstrated ability to manage multiple concurrent deliverables and stakeholders with sound planning and resource-management discipline.
- Bachelor's degree required; MBA or other advanced degree welcomed.
LOCATION AND TRAVEL:
This role can be based in Chicago or remote within the U.S. with regular presence at Harbor’s headquarters and key commercial hubs. Travel is expected to be approximately 25–40%, including periodic international travel, to support field engagement, planning cycles, and leadership offsites.
About Us:
Harbor is the preeminent provider of expert services across strategy, legal technology, operations, and intelligence. Our globally integrated team of 900+ strategists, technologists, and specialists navigate alongside our clients – leading law firms, corporations, and their law departments – to provide essential resources and invaluable insights. Anchored in a rich heritage of deep knowledge, steadfast relationships, and mutual respect, our unwavering dedication lies in shaping the future of the legal industry and fostering enduring partnerships within our community and ecosystem.
Harbor is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, marital status, civil union status, national origin, ancestry, age, parental status, disabled status, veteran status, or any other legally protected classification, in accordance with applicable law.
