About the Team

You will report to the VP GTM Strategy and Operations and work closely with sales leadership, customer success, tech ops, and finance. This is a highly cross-functional role where you will sit at the intersection of revenue operations and systems engineering. You will build clean, automated, scalable infrastructure that our reps, leaders, and board depend on. You will not just configure tools. You will architect them, integrate them, and write the code that makes them work together.

About the Role

This is an AI-first builder role. We're not looking for someone to maintain existing systems, we're looking for someone who sees inefficiencies across the GTM motion and instinctively starts figuring out how to fix them using AI and automation.

You'll own the design and buildout of the systems, automations, and internal tools that make our go-to-market teams more effective. That means everything from HubSpot architecture and lead routing to AI-powered agents that handle research, enrichment, and meeting prep. If your instinct when you see a manual process is to reach for Claude, Clay, or similar before a spreadsheet, you'll thrive here.

This role sits at a critical inflection point. Harmonic is scaling its GTM engine, and the systems you build will define how we operate for years to come.

What You Will Do
Outbound Automation and AI-Powered Workflows

• Build and maintain signal-based outbound systems in Clay and Instantly: enrollment triggers, enrichment pipelines, and sequence logic that run without manual intervention
• Design AI-powered workflows that surface deal context, buying signals, renewal alerts, and next-best actions to reps automatically
• Apply LLMs to tasks like account research, QBR prep, deal briefings, onboarding documentation, and data normalization, wherever reliable automation can replace manual effort
• Run structured experiments: define the hypothesis, instrument the measurement, ship the test, and scale what moves pipeline

Systems Architecture and HubSpot Administration

• Serve as primary HubSpot administrator and architect: own the data model, custom objects, associations, lifecycle stages, deal pipelines, user permissions, and the full integration layer
• Design and build integrations across the GTM stack using APIs, webhooks, and iPaaS tools, ensuring clean, reliable data flows between HubSpot, Gong, ZoomInfo, Clay, Octav, Revenue Hero, Instantly, and Notion
• Write custom scripts (python is a plus) to automate data transforms, enrichment pipelines, CRM hygiene routines, and reporting workflows that cannot be handled by no-code tools alone
• Build and own a real-time analytics layer covering funnel conversion, pipeline coverage, win rates, deal velocity, rep productivity, and attainment, surfaced in dashboards for leadership and board reporting
• Evaluate new tooling rigorously: build a business case, run a structured pilot, instrument impact measurement, and deprecate what does not earn its place in the stack

Cross-Functional Partnership

• Partner with Sales leadership to operationalize targets, territory assignments, quota setting, and coverage planning
• Collaborate with Finance on ARR reporting, revenue recognition inputs, and commercial data integrity
• Work with CS to build and track leading indicators for churn risk and expansion readiness
• Serve as the primary systems and data interface for sales, work closely with tech ops and be the person other functions come to when they need to understand what the numbers actually say

Our GTM Stack

You will own, administer, and integrate these tools. Deep hands-on experience with CRM and enrichment tools is required; familiarity with the others is a plus.

• CRM and Core: HubSpot (primary admin)
• Enrichment and Prospecting: Clay, ZoomInfo, LinkedIn Navigator, Octav
• Automation: Tines
• Conversation Intelligence: Gong
• Outbound and Sequencing: Instantly, Revenue Hero
• Productivity and Docs: Notion, Google Workspace, Slack
• POV and Enablement: Opine, GTM Buddy
• Analytics and BI: HubSpot reporting, Looker or Tableau (a plus)

What Success Looks Like

• CPQ and renewal workflow: Fully deployed in HubSpot within the first 90 days
• Reporting efficiency: 70% or greater reduction in manual reporting time for leadership
• Automation throughput: At least 3 manual GTM workflows replaced with automated systems in the first 6 months
• Data trust: CRM data quality that eliminates manual reconciliation for board reporting

What You Bring

• 4 to 7 or more years in Sales Operations, Revenue Operations, GTM Systems, or Growth Engineering in B2B SaaS, with direct ownership of pipeline management, CPQ, and renewals
• Deep HubSpot expertise as an administrator and architect: custom objects, data model design, lifecycle workflows, deal pipeline logic, and integration architecture (Salesforce experience also valued)
• Clay expertise: you have built enrichment tables, waterfall enrichment pipelines, and outbound enrollment workflows, not just used it as a prospecting tool
• Strong command of automation platforms (Tines, Make, Zapier, or equivalent) for multi-step, cross-system workflows
• SQL fluency: you write queries regularly to interrogate pipeline data, validate CRM hygiene, and build reporting inputs; you do not need a data analyst to pull your own numbers
• Hands-on API integration experience: you have built and maintained webhook-based integrations between GTM tools and know how to debug when they break
• Proven ability to design and operate commercial systems: quoting, contracting, renewal execution, and onboarding handoffs
• Strong analytical instincts: you turn messy CRM data into clean, trusted reporting for executives and boards
• Must have experience working with the ambiguity and pace of an early-stage, high-growth startup
• Must currently reside in San Francisco, CA and able to work hybrid 2-3 days a week OR currently reside in New York.

Nice to Have

• Experience with ABM or intent platforms: 6sense, Demandbase, Koala, or similar
• Familiarity with BI tools: Looker, Tableau, or Metabase for reporting beyond native CRM dashboards
• Experience with LLM orchestration frameworks (LangChain, Tines AI nodes) applied to GTM automation
• Prior experience at an early-stage or high-growth AI or cybersecurity company

You Might Be a Fit If

• You have built a CPQ or renewal workflow in HubSpot and lived through the complex edge cases that come with scaling revenue operations.
• You have built workflows in Clay that genuinely saved reps 3+ hours a week-and you actually measured the ROI.
• You instinctively write SQL before opening a spreadsheet when asked to analyze pipeline health or system performance.
• You have integrated GTM tools via API and know exactly where to look for the "ghost in the machine" when a sync breaks.
• You get genuinely frustrated watching people perform manual tasks that a well-designed workflow could handle.
• You are the person other teams seek out when they need to understand what the data actually says and how to act on it.
• You thrive in environments where the playbook doesn't exist yet, because you know building it is the job.
• You don't just use AI, you build with it. You've experimented with AI tools beyond ChatGPT and can articulate how they have changed your architectural approach.
• You default to AI-first when designing processes. Your instinct is to ask "how should AI be embedded here?" before defaulting to the manual way.
• You can articulate an AI-first vision for the GTM tech stack. In your interview, be ready to discuss how you'd leverage AI to build an autonomous systems layer at Harmonic, in practice, not just theory.

Why Join Us

This is not just a job. It is an opportunity to be part of a team that is redefining cybersecurity and AI safety. We believe today's talent is tomorrow's success, and we are committed to creating an environment where you can do the best work of your life.

• Competitive compensation and meaningful equity with a direct stake in Harmonic's success
• Comprehensive benefits including health, dental, vision, and 401k matching
• A small, passionate team that values transparency, creativity, and learning
• Thoughtful leadership that cares deeply about growth, impact, and people
• Annual global offsites
• The chance to directly shape the revenue engine and culture of a category-defining company