Harness · GTM Intelligence Brief
Job signal analysis · May 2026 · Deepline
● Live
← Org Chart
115
Open roles (live)
↑ Heavy GTM + Eng hiring
25+
AE / Sales headcount open
Midmarket + Enterprise
8
GTM Ops / RevOps open roles
↑ Ryan Strobel's org building
1
AI GTM hire (Femi Awe)
Promoted May 2026, team TBD
3
Org gaps identified
No CMO direct reports in opn JDs
Hiring timeline
When did the GTM org get built?
Verified start dates from Apify + inferred from job posting patterns. Shows what Harness was prioritizing at each phase.
All Open JDs Promotions Hires
Now — open
8+ GTM Ops / RevOps / Enablement roles open simultaneously
Active JDs Director RevOps & Strategy, GTM Systems Manager (×2), Revenue Enablement Director, Revenue Strategy & Operations Associate, Manager GTM Business Systems, Revenue Operations & GTM Technology Manager, Senior Manager Revenue Enablement — all open at the same time. This is a full GTM Ops function being constructed, not filled incrementally.
May 2026
Ryan Strobel → VP GTM Ops · Femi Awe → Director AI GTM
This month Both promoted same month. Strobel's VP title formalizes GTM Operations as a C-suite-adjacent function. Awe's Director AI GTM is a net-new role — no predecessor — suggesting Harness is standing up an AI product motion within the revenue org for the first time.
Feb 2026
Gleb Brichko promoted to CMO · Radomski promoted to RVP Federal
Internal promos Both internal. Brichko's CMO promotion is organic (no external CMO hire). Radomski going from AE to RVP Federal in 15 months suggests Federal traction is real.
Aug 2025
Jignesh Patel joins as Field CTO
Field CTO wave 3 Third wave — now 5 Field CTOs under CRO (Durkin, Reynolds, Bath, Arellano, Patel). This density suggests Field CTOs are being assigned as strategic deal resources across regions, not just one global head.
Nov 2024
Matthew Radomski + Femi Awe join — Federal AE + Enterprise SE
Federal push SE expansion Radomski (Enterprise AE Federal Civilian) and Awe (Enterprise SE North America) both join same month. Federal vertical building in parallel with SE org growth.
Oct 2024
Adam Arellano joins as Field CTO
Field CTO wave 2 Same cohort as Bath — rapid Field CTO expansion Q4 2024 suggests big enterprise pipeline forming heading into 2025.
Sep 2024
Hardeep Bath joins as Field CTO
Field CTO wave 2 Second cohort of Field CTOs as enterprise sales scales. Bath + Reynolds + Durkin = technical credibility layer on large deals.
Aug 2024
Ryan Strobel joins as Value Acceleration Leader - Americas
GTM Ops seed 4 promotions in 21 months Strobel's trajectory is remarkable: Value Acceleration → Director Global Value Acceleration & Specialization (Feb 2025) → Senior Director Global Strategic Advisory (Feb 2026) → VP GTM Strategy & Operations (May 2026). Each title jump reflects the org recognizing the function's strategic value.
Oct 2023
Gleb Brichko joins as SVP Marketing
Marketing build-out CMO hire follows CRO hire by 2 months — classic enterprise pattern: revenue leader in, then marketing. Promoted to CMO Feb 2025.
Oct 2023
Martin Reynolds joins as Field CTO
Field CTO First wave of Field CTO expansion under CRO. Reports to CRO, not product leadership — confirms Field CTOs are revenue assets, not R&D.
Aug 2023
Carlos Delatorre joins as CRO
CRO hire Former CRO at MongoDB and Navan. This is a scaling hire — CRO from enterprise-grade orgs signals Harness moving into aggressive enterprise expansion. Featured on 20VC (E1251): pipeline generation as cultural mandate.
May 2017
Nick Durkin joins — first Field CTO, Director Sales Engineering
Early hire One of the longest-tenured GTM leaders at Harness (9 years). Grew from Director SE → Field CTO / VP Field Engineering → Field CTO Global. This early SE investment signals product-led, technical-sales DNA from day one.
Apr 2017
Jyoti Bansal founds Harness
CEO & Co-Founder. Previously founded AppDynamics (acquired by Cisco for $3.7B in 2017). Harness is his second act as an AI-native software delivery platform.
Job signal → ownership
What each open role tells us about priorities
Where new hires will report, what they'll own, and why this matters for Deepline positioning.
Open Role Reports To Ownership Area Signal for Deepline
Director, Revenue Operations & Strategy
SF / Remote
Ryan Strobel
VP GTM Ops
 Annual planning, exec reporting, board KPIs, GTM forecast Strobel's #2. Will own the data inputs that inform GTM investment. High Deepline relevance — owns enrichment quality requirements.
Manager, GTM Business Systems
NY / SF
Ryan Strobel
VP GTM Ops
 Salesforce, Outreach, Clari, People.ai — full GTM tech stack ownership. Player-coach with small team of systems specialists. Directly owns the GTM tech stack. Evaluates and onboards tools. Deepline would go through this person for any stack integration.
GTM Systems Manager ×2
NY + SF
Manager, GTM Biz Systems
↑ Ryan Strobel
 Salesforce admin, Outreach workflows, data APIs, system integrations IC layer under the Manager hire. Suggests they're building a 3-person systems team inside Strobel's org. Will execute tool integrations.
Revenue Enablement Director
SF / Remote, 40% travel
Preston Tiegs
Director, Revenue Enablement → Strobel
 New hire bootcamps, objection-handling labs, ongoing skill workshops, deal reviews Owns how reps learn about new GTM tools and data sources. A Deepline use case built into training = built into process.
Revenue Strategy & Ops Associate
NY / SF
Brian Trench
Director RevOps → Strobel
 GTM KPI tracking, forecast models, leadership reporting Entry-level analyst feeding data to Strobel. Will touch enrichment data quality daily if Deepline is in the stack.
Revenue Ops & GTM Technology Manager
SF Bay Area
Ryan Strobel
VP GTM Ops
 GTM tech stack SME — Outreach, Clari, Impartner. Assesses stack, recommends replacements, ensures field adoption. This is the explicit tool evaluator role. "Assessing existing tech stack, providing recommendations" = the person who would evaluate Deepline vs Clay vs Apollo.
Senior Manager, Revenue Enablement
Remote
Preston Tiegs
Director Revenue Enablement → Strobel
 Rep training programs, methodology reinforcement, deal coaching Pairs with Revenue Enablement Director. Two-person enablement leadership team forming.
AppSec Sales Engineer
San Francisco
Alex Valentine / Jack Campbell
VP SE / Global AppSec Sales Lead
 DevSecOps POVs, SCA/SAST/DAST demos, AppSec pipeline workshops AppSec is a distinct SE motion (has its own global sales lead, Jack Campbell AVP). Separate from core SE team — vertical specialization is real.
Partner Marketing Manager
Chicago / NY
Mavian Roy
Director Partner Marketing → Brichko CMO
 Google Cloud, hyperscaler, ISV co-marketing. Partner-sourced pipeline programs. Tied to Google Cloud Next win (Apr 2026). Partner marketing is growing with the Google partnership announcement. Tom O'Reilly (SVP Alliances) is the exec sponsor.
Senior Product Marketing Manager – Developer Portal
Remote
Chinmay Gaikwad / Eric Minick
Directors Product Marketing → Brichko CMO
 IDP (Internal Developer Portal) go-to-market, positioning, sales content IDP is a distinct product with its own PMM hire. Confirms IDP is a standalone GTM motion, not just bundled with CI/CD.
Product Marketing Manager – AI Platform
Mountain View
Chinmay Gaikwad / Eric Minick
Directors Product Marketing → Brichko CMO
 AI Platform messaging, AIDA positioning, AI-native DevOps narrative This and Femi Awe's AI GTM role are the two-pronged AI motion: PMM (marketing) + Director AI GTM (field execution). Femi is the field half.
Senior Enterprise AE – Security (Bay Area)
San Francisco
Regional VP West
→ Sam Costello EVP Global Enterprise
 Harness Security / AppSec dedicated AE — security-specialist sales motion First known Security-dedicated AE at Harness. AppSec is being treated as a separate sales vertical with its own AE + SE + PMM headcount.
RVP Enterprise Sales ×4 (Denver, SF, LA, Chicago)
Multi-region
Sam Costello / Matt Weisman
EVP / VP Global Enterprise
 Regional enterprise leadership — player-coach AE manager 4 simultaneous RVP openings = major field sales expansion. Each RVP brings 4-6 AEs. This implies a 20-30 AE build in pipeline for 2026.
Executive Assistant to the CRO
Miami, FL
Carlos Delatorre
CRO
 CRO schedule, deal tracking, QBR logistics Miami location = CRO may be Miami-based. Indirect signal that the CRO org is scaling to point where he needs dedicated operational support.
Product surface → GTM ownership
Which products have dedicated GTM owners?
Derived from job titles, team names, and hiring patterns across 115 open roles.
CI / CD (Core Platform)
CI · CD · Feature Flags
SE owner: Alex Valentine (VP SE) + Luke Hertert (Sr Dir SE Americas)
✓ 8 SE open roles across US geos
AppSec / Security Testing
STO · DAST · SAST · SCA
SE owner: Jack Campbell (AVP AppSec) · PMM: Chinmay Gaikwad
✓ Dedicated AppSec SE + Senior AE-Security open
Software Engineering Insights
SEI · DORA metrics
PMM: Senior PMM-SEI open (Built In posting). Engineering: Pushkar Priyadarshi (Head Eng SEI)
✓ Senior PMM-SEI role posted 2025
Internal Developer Portal
IDP · Backstage-based
PMM: Sr PMM-Developer Portal (open). PM: Staff/Principal PM IDP (Bengaluru)
✓ Dedicated PMM hire in progress
AI Platform / AIDA
AIDA · AI coding · AI DevOps
Field: Femi Awe (Director AI GTM). PMM: PM AI Platform (open). Eng: Gurashish Brar (VP AI Eng)
✓ PMM AI Platform open · Femi just promoted
Cloud Cost Management
CCM · FinOps
Advisory: Benjamin Linares (Director FinOps Advisory). Eng: Navaneeth Kn (Head Eng CCM)
No dedicated SE or AE role in JDs
Chaos Engineering
Harness Chaos Engineering
No visible dedicated GTM owner in job listings
⚠ GTM coverage gap — no SE, AE, or PMM hiring signal
Feature Management
Feature Flags · Experimentation
Advisory Director: Alexander Bock. No active AE/SE JD found.
Advisory-only GTM coverage
Traceable (API Security)
API Security · Traceable
Account Director: Courtney Yew. Eng: Senior SWE Traceable (Bengaluru)
✓ Separate brand (Traceable by Harness). Own AE team.
People × job listings
What each key contact owns — and where the gaps are
Cross-referencing verified profile data with active JDs to identify ownership areas and Deepline entry points.
Teal = Verified ownership — confirmed from LinkedIn title, org chart position, or Apify profile data · Green = Active JD — open job description explicitly in their reporting chain · Gray = Inferred — probable ownership based on role scope, title, or pattern match, not confirmed · Red = Gap — expected ownership with no evidence it's covered
RS
Ryan Strobel ● Primary Target
VP, GTM Strategy & Operations · Promoted May 2026
GTM Tech Stack Revenue Operations Sales Enablement GTM Systems (Salesforce/Outreach/Clari) Hiring: Director RevOps Hiring: Manager GTM Biz Systems Hiring: GTM Systems Manager ×2 Hiring: Revenue Ops & GTM Tech Manager Hiring: Rev Enablement Director Hiring: RevOps & Strategy Associate
Career signal: 4 promotions in 21 months (Aug 2024 → May 2026). Started as Value Acceleration Leader, now owns all of GTM Ops at VP level. The 6+ simultaneous JDs in his org indicate he's building a full function from scratch — not just backfilling. Deepline angle: He owns the enrichment stack, tool evaluation, and data quality decisions. His new Manager GTM Biz Systems hire will be the execution arm for any Deepline integration. Engage Strobel on ROI framing and enrichment quality; engage the Manager hire on technical integration.
FA
Olufemi "Femi" Awe ● Primary Target
Director, AI GTM · Promoted May 2026 (from Sr. Sales Engineer)
AI Product Adoption (customer-facing) AI GTM Field Execution AI use case development AIDA product GTM partnership No reports visible yet No JD for AI GTM team hiring
Career signal: Enterprise SE (Nov 2024) → Sr. SE (Feb 2026) → Director AI GTM (May 2026). Entire Harness career in pre-sales. This Director role is a net-new function — there's no predecessor and no visible team beneath him yet. Why he reports to CRO (not CMO): His role is customer-facing AI adoption (revenue motion), not demand generation. AI GTM = SE/overlay function over existing sales teams. Deepline angle: He will need a data infrastructure to run AI GTM plays at scale — account scoring, signal detection, personalization at the AE level. His work pairs directly with what Deepline enables. Likely a very receptive early conversation, especially given his SE background (technical buyer who understands data pipelines).
CD
Carlos Delatorre
Chief Revenue Officer · Joined Aug 2023
All Revenue Enterprise Sales Field CTOs Sales Engineering GTM Ops (Strobel) AI GTM (Femi) Alliances (O'Reilly) Hiring: EA to CRO (Miami) Hiring: RVP Enterprise ×4
Sales philosophy (20VC E1251): Every rep self-sources pipeline. KPI = discovery-to-next-stage conversion in 2-3 weeks. Hires for intelligence + drive + coachability + character. Deepline angle: The EA hire (Miami) suggests he may be based there. 4 simultaneous RVP openings suggest he's mid-way through a 20-30 AE expansion — a build that requires enrichment infrastructure to work at scale.
ND
Nick Durkin
Field CTO - Global · At Harness since May 2017 (9 years)
Worldwide Field Engineering Post-sales Engineering Product (portion) Field CTO team (Bath, Patel, Reynolds, Arellano)
External presence: Most active public voice on AI + DevOps — ShipTalk podcast, AI-TechPark interviews, Harness blog. Key 2026 prediction: AI agents over monolithic systems; guardrails-in-pipeline replacing manual gates. Deepline angle: Durkin's 2026 vision maps directly to agentic GTM — if Harness builds AI-native workflows, they need data infrastructure for those agents. He influences technical architecture decisions across the sales motion.
TO
Tom O'Reilly
SVP, Worldwide GTM Partnerships & Alliances
Google Cloud Partnership Hyperscaler Alliances ISV Partnerships Hiring: RVP Partners & Alliances Hiring: Partner Marketing Manager Hiring: Sr Partner Sales Mgr - Security
Verified signal: Quoted in April 2026 Google Cloud Next press release. Leads the Google Cloud Technology Partner of the Year relationship. Deepline angle: His Alliances org is growing (3 open roles). If Deepline has Google Cloud / Vertex AI connectors or can be positioned alongside Google's AI ecosystem, O'Reilly's team is an inbound channel.
PT
Preston Tiegs
Director, Revenue Enablement · Reports to Ryan Strobel
Sales training & onboarding Rep skill development Tool adoption training Hiring: Revenue Enablement Director Hiring: Sr Manager Revenue Enablement
From JD: Leads new hire bootcamps, objection-handling labs, deal reviews, ongoing skill workshops. Hiring 2 senior enablement people at once — this function is scaling fast. Deepline angle: If Deepline becomes a tool in the stack, Tiegs owns how reps learn to use it. A training module = embedded usage.
BT
Brian Trench
Director, Revenue Operations & Strategy · Reports to Ryan Strobel
GTM forecast & KPIs Board-level reporting Annual planning Hiring: RevOps & Strategy Associate (reports to him)
Deepline angle: Trench is Strobel's data & analytics lead. He will feel enrichment data quality problems most acutely — stale contacts, coverage gaps, and pipeline inaccuracies all surface in his reporting. Strong champion candidate if Deepline can show data quality improvement in their pipeline metrics.
AV
Alex Valentine
VP Sales Engineering · Reports to Carlos Delatorre (CRO)
Core platform SE team Technical evaluation / POVs SE-to-AE pairing model Hiring: 8 Sales Engineer roles across US geos
Hiring signal: 8 SE roles open simultaneously across Atlanta, Boston, Chicago, Dallas/Austin, Denver, LA, Ohio Valley, SF, Minnesota — full national coverage build. Deepline angle: The SE team runs POVs and technical evaluations. They would use enrichment data to understand prospect environments before demos. Valentine is the decision-maker for SE tools.
JC
Jack Campbell
AVP, Global AppSec Sales Leader · Reports to Carlos Delatorre (CRO)
AppSec vertical sales STO / DevSecOps GTM Hiring: AppSec Sales Engineer (SF) Hiring: Sr Enterprise AE - Security (Bay Area)
Signal: AppSec is a dedicated vertical with its own AVP, SE, and AE hiring in 2025-26. This is a separate motion from the core platform — security buyers require separate outreach. Deepline angle: Security AEs need enrichment on CISO and security leadership contacts — different persona from DevOps buyers. Deepline's waterfall enrichment is directly applicable.
GB
Gleb Brichko
Chief Marketing Officer · Joined Oct 2023 as SVP, promoted Feb 2025
Demand Generation Product Marketing Partner Marketing Corporate Marketing Events Hiring: Partner Marketing Manager Hiring: Sr PMM Developer Portal Hiring: PMM AI Platform
Deepline angle: Brichko's PMM hires (IDP + AI Platform) confirm two distinct GTM build-outs within marketing. His org owns the content and positioning for 9 product lines. Notably, Femi Awe's AI GTM role is not under Brichko — Harness separated the "build the message" (Brichko's PMM AI Platform hire) from "go run the field motion" (Femi's Director AI GTM under CRO).
Org gaps & risks
What the job listings reveal that isn't in the org chart
Gap: GTM Ops is a skeleton org right now
Ryan Strobel just got promoted to VP this month and has 6-8 open roles in his org simultaneously. The Director RevOps, Manager GTM Biz Systems, both GTM Systems Managers, and Revenue Ops & GTM Tech Manager are all empty seats. Strobel is effectively running this function single-handed right now — everything from enrichment quality to Salesforce governance is on him personally until these hires land. This is the highest-leverage engagement window: he needs solutions, not demos.
Gap: Femi Awe has no team and no clear mandate yet
Director AI GTM role is 3 weeks old. No open JDs for AI GTM ICs or SEs. No predecessor in the role. No visible reporting structure beneath him. He's likely figuring out what the role means right now. Engaging him in the next 30-60 days — before the team is defined — means you can help shape how he thinks about data infrastructure for AI GTM plays.
Gap: No CMO-side JDs for demand gen or digital marketing
Gleb Brichko's org has PMM hiring (IDP, AI Platform, Partner Marketing) but no visible demand generation or digital marketing hires in current JDs. Dimitra Phillos (Sr Director Demand Gen) has no backfill or team growth visible. Kari Reynosa (Sr Director Events) also no visible team expansion. The marketing investment appears to be in product marketing and partner marketing, not pipeline generation programs.
Signal: Federal vertical is scaling fast
Matthew Radomski went from Enterprise AE Federal Civilian to RVP Federal in 15 months (Nov 2024 → Feb 2026). Federal is an open JD (Enterprise AE Federal/Civilian, Washington DC). Coupled with Radomski's promotion, this signals the Federal vertical is producing revenue — they wouldn't promote the AE to RVP and open another AE beneath him unless the pipeline was real.
Signal: AppSec is becoming a standalone vertical
AppSec has its own AVP (Jack Campbell), dedicated SE hire, dedicated Senior AE-Security hire, and product marketing in flight. This is the clearest vertical expansion in the JD data. AppSec was historically bundled into core platform sales — it's now being stood up as a distinct motion with separate quota-carrying headcount.
Gap: CCM and Chaos Engineering have no visible GTM owners
Cloud Cost Management has a FinOps Advisory Director (Benjamin Linares) but no SE or AE hiring signal. Chaos Engineering has no visible dedicated GTM at all. These products are either in maintenance mode, bundled into platform deals, or the GTM investment is being deprioritized in favor of AppSec and AI.
Signal: Google Cloud partnership is driving partner motion build
Tom O'Reilly quoted in Google Cloud Next April 2026 press release. Harness won Google Cloud Technology Partner of the Year. Three partner-related JDs open (RVP Partners & Alliances, Partner Marketing Manager, Sr Partner Sales Mgr Security). The Google win is not just a badge — it's funding a partner sales motion. Harness Gemini Enterprise integration means their field team needs to sell into Google Cloud shop accounts.
Built with Deepline · harness-orgchart-20260525 · 1,750+ people analyzed (Fullenrich + Apollo + Dropleads + Apify) · 115 open roles · May 26, 2026
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