Revenue Operations Analyst, CPQ
Skydio · San Mateo, CA · 2 wk ago
HybridManagement$120k–$180k/yrFull-time
What You’ll Drive
- Quoting & approvals: Own the end-to-end quoting experience and system-based pricing/discount approval workflows across direct and channel motions.
- Amenements & changes: Define and operationalize amendment paths (co-term/extend/expand/swap/returns) across hardware, SaaS, usage, and services.
- Catalog readiness: Ensure products/SKUs are quotable in Salesforce with correct selling attributes, bundles, price book mappings, and provisioning flags.
- Order handoff: Orchestrate clean, automated handoff to NetSuite for order creation.
- Channel & deal reg: Enable partner quoting, margins, special price agreements, and deal registration flows.
- Change management: Own release planning, UAT, comms, training, and documentation; drive adoption and adherence.
Day-to-Day Responsibilities
- Build and run the Quote to Order roadmap spanning Salesforce, Salesforce CPQ & DealHub, Conga CLM, and NetSuite.
- Translate business rules into CPQ/CLM designs (bundles, rules, price books, discount schedules, templates).
- Lead cross-functional working groups (Sales, Deal Desk, Product Ops/Product Marketing, Systems Engineering, Finance/Accounting, Legal/Legal Ops, Manufacturing/Fulfillment).
- Establish governance for catalog changes (intake → design → approval → testing → release).
- Own testing (UAT), documentation, and enablement (guides, videos, office hours).
- Maintain health (quote accuracy, order fallout, approval turnaround) and drive fixes through backlog/priorities.
Tech Stack
- CRM/CPQ: Salesforce; Salesforce CPQ and DealHub
- CLM: Conga CLM
- ERP: NetSuite
- PLM: Arena
- Program tools: Jira (delivery), Notion (docs)
What You’ll Bring
- 5–8+ years in Revenue Operations / Quote-to-Order / CPQ, with hands-on configuration plus program management experience.
- Proven design/rollout experience across hardware + SaaS + usage + services and channel quoting/deal reg.
- Strong understanding of amendments, co-terming, revenue considerations, and order handoff patterns to ERP.
- Excellent stakeholder management and change-management chops; clear writer and facilitator.
- Certifications preferred: Salesforce Admin and/or Salesforce CPQ Specialist or DealHub certs; PMP/Scrum Master.
- (SQL/analytics, CLM, and NetSuite exposure are nice-to-haves.)