Manager, Commercial Operations

Manager, Commercial Operations

We are looking for a Manager of Commercial Operations to build and run the transactional engine of the commercial function inside Revenue Operations. The company runs on a usage-based pricing model, and every deal – direct, marketplace, or partner – has to land correctly in the system: quoted against the right rules, ordered against the right contract structure, and booked cleanly enough that Accounting can bill and recognize it without rework. As we scale the cloud business and widen the product line, that path has to carry more volume, more products, and more deal structures without adding people to the middle of it. This role designs the systems, automation, and controls that make that possible.

Reporting to the Director, Commercial Strategy & Operations, you will own the quote-to-order path and order management, along with the build behind it: the CPQ and quoting system requirements, the automation, the validation and controls, and marketplace transaction operations across AWS, GCP, and Azure. The goal is a commercial path where the standard deal is self-service for the field, quality is enforced by the system rather than by who touched the deal, and human review is reserved for the cases that genuinely need judgment. You will be measured by how fast and how cleanly a deal moves, how little intervention it requires, and how good the experience is for the rep. You will partner daily with Sales, Accounting, Finance, Legal, and Revenue Engineering.

WHAT YOU'LL BE DOING

• Own order management and automate it. Run the intake, review, and processing of quotes, order forms, and bookings to defined SLAs through quarter-end peaks, and continuously engineer the manual steps out of that path.

• Design the quote-to-order flow. Instrument the process, find where it slows or breaks, and redesign it. You own the architecture of the flow, the exception routing, and the automation that makes the standard case hands-off.

• Own the quoting and order management system build. Write the requirements, design the quoting, validation, and approval logic, drive the roadmap with Revenue Engineering, run UAT, and validate every change in production before the field sees it.

• Own the handoff into billing and revenue. Partner with Accounting so that what leaves your process arrives structured, complete, and reconcilable – and build the controls upstream that keep downstream rework from happening at all.

• Build quality in as controls. Validation rules, guided quoting, required-field logic, and automated reconciliation that make an incorrect order hard to submit in the first place.

• Own the field experience of transacting. Treat the rep as the customer: fewer steps, fewer handoffs, shorter quote cycle time, and a standard path that is obvious and self-service. Measure whether it is getting easier.

• Build and run marketplace transaction operations across AWS, GCP, and Azure. Private offers, CSP transactions, co-sell mechanics, and the tooling and automated reconciliation that keep marketplace bookings tied out across the marketplace, Salesforce, and billing.

• Operationalize commercial review. Encode approval rules and guardrails in the system so routine deals route themselves, and escalate the structures that break the system rather than quietly processing them.

• Build the transaction path for new products and acquisitions. Stand up order management, quoting, and the marketplace path for new offerings and newly acquired products, test the flow through to booking before go-live, and be ready to transact on day one.

• Own the integrity of the commercial record. Products, SKUs, pricing, contract terms, and booking attributes in Salesforce, with the controls and monitoring that keep them clean – the forecast and revenue reporting downstream depend on it.

• Instrument and report on the system you own. Cycle time, touch count, SLA attainment, exception and discount volumes, error and rework rates. Use the data to decide what gets built next.

WHAT YOU BRING ALONG

• 6+ years in commercial operations, deal desk, order management, sales operations, or revenue operations, including time owning a high-volume transactional process.

• A track record of building, not just running. You have replaced a manual process with a designed one and can point to the automation, the controls, and the measured result.

• Hands-on depth in Salesforce and Salesforce CPQ. You write requirements, design quoting and approval logic, configure and test it yourself, and can tell a configuration problem from a process problem.

• Technical range beyond the admin console: flows and validation logic, API-based and marketplace integrations, and scripting or SQL to reconcile and investigate data at volume. You can partner with Revenue Engineering as a peer on design.

• Experience with usage-based or consumption-based contracts: metering, commits, overages, contract structure, and the downstream billing and revenue recognition implications.

• Experience operating across a shared quote-to-cash process. You know where order management ends and Accounting begins, and you design the handoff so neither side is cleaning up after the other.

• Marketplace operations experience with AWS, GCP, or Azure – private offers, CSP transactions, and reconciliation – strongly preferred.

• Process-engineering instincts. You instrument before you optimize, design for the standard case and route the exception, and measure by throughput and error rate rather than activity.

• A bias toward field experience. You have made a transactional process materially faster or simpler for a sales team and can describe how you knew it worked.

• Comfort partnering with Accounting, Finance, and Legal on order form and contract mechanics.

• Sound judgment under deal pressure. You can hold the line on a structure that breaks the system, and advocate for the field when the exception is justified.

• Clear written and verbal communication. You can explain a commercial rule to a rep in one paragraph and brief leadership on what's at risk at quarter-end.

• Experience managing or mentoring analysts a plus; this role is expected to grow a team as volume scales.

• Bachelor's degree, quantitative or technical field preferred.

PERKS

• Flexible work environment - the company is a globally distributed company and remote-friendly. We currently operate in over 25 countries.

• Healthcare - Employer contributions towards your healthcare.

• Equity in the company - Every new team member who joins our company receives stock options.

• Time off - Flexible time off in the US, generous entitlement in other countries.

• A USD$500 Home office setup if you’re a remote employee.

• Global Gatherings – We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites.

CULTURE - WE ALL SHAPE IT

As part of a rapidly scaling start-up, you will be instrumental in shaping our culture.

Are you interested in finding out more about our culture? Learn more about our values here [link for members] Check out our blog posts [link for members] or follow us on LinkedIn [link for members] to find out more about what’s happening at the company.

EQUAL OPPORTUNITY & PRIVACY

The company provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type based on factors such as race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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