About the Role:We're looking for a Revenue Operations Manager to own our deal desk function and lead the implementation, management, and ongoing optimization of our CPQ. This role sits at the intersection of pricing strategy, sales enablement, and systems ownership. You'll be the Revenue Operations partner for Account Executives navigating complex, technical deals, while also building the infrastructure that lets the sales org quote and close faster.
We're specifically looking for someone who has experience setting defensible prices with novel deal structures with limited comps in a dynamic market. Our is a technical, consultative sale, where deal complexity, competitive dynamics, dynamic pricing make "one price fits all" impossible.
What You'll Be Working On:- Deal Desk & Pricing Strategy
- Advise AEs on deal structuring, negotiation tactics, and creative packaging to protect margin while removing friction to close. Serve as the primary point of contact for AEs on non-standard deals, terms, pricing, and discounting.
- Set and continuously adjust pricing in response to a dynamic market, translating fast-moving conditions into clear, real-time pricing guidance for the GTM , product, and Finance teams.
- Conduct ongoing market rate analysis leveraging any competitor pricing intelligence, internal win/loss data, and segment-level price sensitivity to recalibrate price points, discounts, and approval thresholds
- Own the deal approval workflow, ensuring the deals get the right level of scrutiny without becoming a bottleneck. Partner with Sales Leadership, Finance, and Legal on exception approvals, non-standard terms, and contract structuring
- Track deal desk metrics: discount trends, approval cycle time, win rates by deal type, price realization. Build dashboards and reporting to give leadership visibility into pricing trends and deal desk throughput.
CPQ Ownership
- Own end-to-end implementation, configuration, and maintenance of the CPQ system
- Build and maintain product bundles, pricing rules, discount schedules, approval matrices, and quote templates. Continuously audit CPQ data integrity (product catalog, price books, rules logic) to ensure quotes reflect our latest pricing strategy.
- Partner with Sales, Finance, and Product on new product launches, packaging changes, and price book updates, translating them into CPQ configuration
- Identify and eliminate friction in the quote-to-cash process. Reduce quote turnaround time and manual workarounds
- Train, enable, and support AEs and sales managers on CPQ best practices.
What You'll Bring to the Team:- 4-7 years of experience in Revenue Operations focusing on running a deal desk function, advising AEs on deal structuring, pricing strategy, and contract negotiations, preferably within a high growth, B2B technology environment.
- Proven track record setting and adjusting prices in a dynamic, fast-moving market. Strong understanding of market rate benchmarking and competitive pricing analysis. Experience pricing usage-based and consumption-based products
- Hands-on CPQ implementation and administration experience (Salesforce CPQ, DealHub, PandaDoc, Zuora, or similar)
- Strong Excel/Sheets modeling skills for pricing analysis; SQL or reporting tool experience a plus
- Experience at a growth-stage company where you've had to build or rebuild processes from scratch
Bonus Points- Experience with hyperscalers, GPU clouds, or high-performance compute environments.
- Familiarity with large-scale AI training and inference architectures.
- Strong network in the AI/ML and enterprise technology ecosystem.
- Track record of working with Fortune 500 enterprises and digitally native businesses on transformative infrastructure deals.
Benefits:- Competitive compensation and equity packages
- Restricted Stock Units
- Paid time off, paid holidays & leave of absence programs
- Comprehensive health, dental & vision insurance
- Employer contributions to HSA account
- Paid parental leave
- Paid life insurance, short-term and long-term disability
- Professional development & tuition reimbursement
- Mental health & wellness support
- Commuter benefits (parking & transit)
- Cell phone stipend
- 401(k) Retirement plan with company match up to 4% of salary
- Volunteer time off
- Global travel insurance & emergency assistance
- Daily meals allowance
- Additional perks & programs specific to location
Compensation RangeCompensation will be paid in the range of up to $155,000 to $185,000 + Bonus. Restricted Stock Units are included in all offers. Compensation to be determined by the applicant's knowledge, education, and abilities, as well as internal equity and alignment with market data.
