Director, Quote to Cash Systems

ABOUT THIS POSITION

The Director, Quote-to-Cash Systems is the system owner and operational leader for Waystar's end-to-end revenue lifecycle within the Information Systems & Infrastructure Operations (IS&IO) organization. This role anchors on Salesforce as the core Q2C system of record while governing a curated hybrid stack of best-of-breed applications - and sits within IS&IO to reflect the enterprise infrastructure ownership, governance accountability, and cross-functional authority required at this level.

The Director leads a team of three direct reports, oversees the Q2C Center of Excellence, and serves as the primary executive escalation point across Revenue Operations, Finance, Sales, and Legal for all quote-to-cash systems matters.

WHAT YOU'LL DO

PLATFORM STRATEGY & ARCHITECTURE

* Define and own the hybrid Q2C architecture:
Salesforce as the core system of record + Conga CLM, Link Squares, Waystar billing platform, Oracle Net Suite, and Planview as integrated best-of-breed applications

* Lead platform evaluation, vendor selection, and rationalization decisions - producing business cases with TCO, NRR impact, and integration risk analysis for SVP and executive review

* Maintain a rolling 18-36 month Q2C systems roadmap aligned to revenue growth, ASC 606 compliance, operational efficiency, and IS&IO infrastructure priorities

* Partner with Data Engineering and IS&IO architecture teams to ensure Snowflake and Big Query pipelines reflect clean, auditable, ASC 606-aligned Q2C data flows

* Evaluate and assess emerging Q2C technologies, AI-driven automation tools, and integration patterns for relevance to Waystar's hybrid architecture

TEAM LEADER SHIP & COE OPERATIONS

* Lead and develop a team of three direct reports:
Sr. CPQ Analyst, Billing Platform Functional Analyst, and PM Tool Administrator

* Establish and operate the Q2C Center of Excellence within IS&IO: governance cadence, RACI, release management, and change control processes

* Set team OKRs tied to quote-to-cash cycle time reduction, quote accuracy rates, billing error rates, and system uptime SLAs

* Develop cross-training and career development plans to eliminate single-point-of-failure risk across the Q2C platform portfolio

* Foster a culture of continuous improvement, operational rigor, and business partnership across the Q2C systems team

PROCESS EXCELLENCE & INTEGRATION

* Drive continuous improvement across the full Q2C lifecycle:
Opportunity → Quote → Contract → Order → Billing → Invoice → Revenue Recognition

* Own integration design across all Q2C system boundaries; ensure field-level data fidelity and Mule Soft / Azure Data Factory pipeline health

* Identify and eliminate manual process gaps - specifically bill plan creation failures, lead-to-customer mapping exceptions, and invoice activation lag

* Partner with Finance on ASC 606 revenue recognition configuration and with Legal on contract data governance in Link Squares

* Define and enforce data standards, field mapping governance, and object model consistency across the Q2C platform portfolio

STAKEHOLDER PARTNERSHIP & GOVERNANCE

* Serve as primary system owner and executive escalation point for Revenue Operations, Finance, Sales, Legal, and the broader IS&IO organization

* Present Q2C performance metrics, roadmap updates, and capital investment proposals to the SVP, IS&IO and cross-functional C-suite stakeholders

* Manage strategic vendor relationships with Salesforce, Conga, Oracle, Planview, and adjacent platform partners

* Represent IS&IO in enterprise architecture reviews and technology governance forums relevant to the Q2C domain

* Maintain and communicate a Q2C systems health dashboard to executive stakeholders on a monthly cadence

WHAT YOU'LL NEED

* 8+ years in Revenue Operations, Sales Operations, or enterprise systems leadership - with 3+ years managing direct reports in an IS/IT or Rev Ops organization

* Hands-on Salesforce CPQ configuration experience; demonstrated ability to design and govern hybrid Q2C architectures spanning CPQ, CLM, billing, and ERP

* Working knowledge of ASC 606 / IFRS 15 and how revenue recognition requirements drive system design and configuration decisions

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