Revenue Operations Manager - Quote to Cash (QTC)

About The Opportunity

We are executing a commercial transformation in our EHS & ESG business unit which sells complex solutions to Fortune 500 companies navigating environmental reporting, process safety, and operational risk. This role owns the Pipeline to Renewals domain: the processes, tools, and governance that spans opportunity management, forecasting inputs, pricing and quoting, approval workflows, order handoff, and end-to-end renewals process ownership.

Two Strategic Imperatives

• Optimizing our forecasting process and driving adoption and accuracy.
• Transitioning our product strategy from point solution sales to an integrated platform, with direct implications for pricing, quoting, and renewals.

What You Will Own

• CPQ, Deal Desk & Pricing Infrastructure: Own the operational design and execution support for the Deal Desk, including quoting coordination, deal structuring support, and approval workflows, so Sales can move quickly and accurately through commercial terms. Partner with business stakeholders to translate pricing and packaging decisions into Salesforce CPQ, designing a scalable architecture that supports the company's transition to an integrated platform model, and defining the customer migration process to move existing customers from legacy pricing to new structures.
• Serve as Business Process Owner for all Pipeline-to-Booking (P2B) processes within the shared tech stack (Salesforce, Salesforce CPQ) owning process design, governance, requirement prioritization, adoption, and performance measurement, while partnering with central IT on technical delivery, and with Sales, Finance, and Business Operations to drive process adherence and successful rollout.
• Renewals & Revenue Protection: Own continuous improvement of the renewals process, transforming it from manual and fragmented to streamlined and automated where possible, implementing amendment-based processing, contract consolidation, and proactive workflows that reduce friction and protect incremental revenue and AI executed capabilities where possible. Connect renewals to account hierarchies, contact roles, and decision-maker records in Salesforce to eliminate blind spots at critical renewal moments.
• Pipeline Governance & Forecast: Enablement: Refine and govern the opportunity management process stage definitions, gating criteria, CRM field standards, revenue type classification, and closed-lost taxonomy building on existing frameworks and closing gaps. Own forecast operating model and enablement: drive adoption of the forecasting process, improve accuracy by incorporating deal health signals and risk factors, and build the cadence and data hygiene that gives Sales leadership confidence in the number. Support redefinition/expansion of the opportunity management process against evolving product strategy and GTM motions.
• AI, Reporting & Cross-Functional Collaboration: Actively leverage AI tools and agents to automate manual processes, surface deal health signals, and reduce administrative burden on Sales and Deal Desk with a hands-on, curious approach to emerging tools. Own business reporting requirements and insights needs for P2B reporting, partnering with central IT on reliable reporting delivery while building ad hoc analysis to investigate deal velocity, pipeline health, forecast variance, and renewal performance, and support Sales Analysts to surface actionable insights for the Sales team. Work with the Business Operations team to drive adoption of quoting, renewal, and revenue recognition processes; collaborate with the Top of Funnel RevOps Manager on clean funnel hand-offs and with the Sales Enablement Manager on GTM motion implementation.

Required

• 5+ years in Revenue Operations or Sales Operations with clear ownership of pipeline management, quoting, and/or renewals in a B2B environment.
• Hands-on proficiency with Salesforce CRM and Salesforce CPQ price book management, quoting workflows, and deal structuring in a business process capacity (system administration managed by central IT).
• Experience owning a renewals process including automation, contract consolidation, and NRR/GRR performance management.
• Proven ability to govern pipeline processes, enable forecasting adoption, and drive CRM data quality across a sales organization.
• Experience supporting a Deal Desk function, including quoting support and approval workflow design.
• Proven Business Process Owner in a matrixed organization influencing without authority, driving change management, and holding teams accountable.
• Appetite and aptitude for AI tools and agents: hands-on experience or a clear track record of rapidly adopting emerging tools to improve operational efficiency.
• Comfortable building structure in ambiguity doesn't wait for perfect conditions to move.

Preferred

• Experience with Clari for forecasting and pipeline inspection.
• Familiarity with ERP-to-CRM integration — understanding how ERP data flows inform CPQ configuration, revenue recognition, and financial reporting alignment.
• Experience with Salesforce Revenue Cloud — an emerging platform with limited market adoption; exposure or genuine curiosity is a meaningful differentiator.
• Experience managing pricing model migrations or customer transitions to new commercial structures.
• Background in complex enterprise B2B with long sales cycles, mixed subscription and professional services revenue, and multi-stakeholder buying committees.
• Exposure to EHS, ESG, sustainability, or industrial/process safety software markets.

Why This Role, Why Now

The Pipeline to Bookings domain sits at the intersection of our most urgent priorities: improving forecast reliability, enabling a product strategy shift that changes how we price and sell, and protecting the renewal revenue that funds our growth. Four RevOps roles are being hired concurrently this is a team being built, not a backfill, with executive sponsorship and a clear mandate to transform. This role is part of a newly formed Revenue Operations function within the EHS & ESG Business Unit, built to support a comprehensive commercial transformation.

Compensation

$98,500.00 - $172,700.00 USD This role is eligible for Bonus. Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location.

Additional Information

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.