Manager, Commercial Quoting and Contracting

Manager, Commercial Quoting And Contracting

The Manager, Commercial Quoting and Contracting, is a strategic leader responsible for overseeing and advancing the quoting and contracting function. This role drives process excellence, develops team capabilities, and ensures alignment with organizational goals while maintaining deep expertise in SKU, pricing, and contract management. This individual plays a pivotal role in shaping strategic initiatives, influencing decision-making, and driving continuous improvement across the Quote-to-Cash process.

This position is accountable for overseeing a high-performing team that supports sales teams with custom quotations, reviews complex pricing models, and ensures seamless execution of client contracts. The Manager acts as a critical bridge between sales, legal, finance, and IT, ensuring the organization meets compliance, operational efficiency, and client satisfaction goals.

What You'll Do

• Lead and mentor a team of quoting and contracting specialists to deliver exceptional support to Sales and Clients, while fostering professional growth and excellence.
• Own the end-to-end booking review and approval process, leveraging established policies and implementing improvements to enhance value realization.
• Develop and maintain technical and procedural guidance for SKU creation, new product releases, and pricing strategies in partnership with Commercialization and subject matter experts.
• Act as the escalation point for complex quoting, contracting, and booking issues, delivering swift and strategic resolutions.
• Ensure seamless coordination between Sales, Legal, Finance, and IT to drive accuracy and efficiency in quotes and contracts sent to customers and prospects.
• Optimize and evolve the custom quoting process by collaborating across departments to design scalable solutions and enhance automation tools.
• Lead initiatives to remove roadblocks in the Quote-to-Cash cycle by leveraging technology and identifying bottlenecks.
• Partner with accounting and implementation teams to ensure a seamless transition from sales to delivery, maintaining client satisfaction throughout the process.
• Analyze and improve open-order management, proactively removing obstacles to enable on-time delivery.
• Develop and refine training materials, process documentation, and best practices in collaboration with training teams to enhance quoting and contracting operations.

What You'll Need

• Bachelor's degree in business, finance, or related field required; MBA or equivalent experience preferred.
• 5+ years of experience in sales operations, quoting, pricing, or contracting roles, with at least 3+ years in a leadership capacity.
• Proven strategic leadership with the ability to lead cross-functional teams and influence at all organizational levels.
• Strong analytical skills with the ability to translate complex business needs into actionable solutions.
• Excellent problem-solving abilities, including managing ambiguity and adapting quickly to changing priorities.
• Advanced expertise in sales operations, pricing, and contracting processes with a focus on continuous improvement.
• Superior written and verbal communication skills, with the ability to convey technical and business concepts effectively.
• Strong attention to detail with a proactive approach to identifying and resolving issues.
• Highly proficient in , Salesforce CPQ, and other sales operations platforms.
• Expertise in leveraging technology and tools to optimize business processes.
• Proven experience implementing process improvements and managing cross-functional projects.
• Advanced knowledge of SKU management, pricing strategies, and compliance best practices.
• Demonstrated success in building, leading, and developing high-performing teams.
• Proficient in Microsoft Office Suite with advanced Excel skills; experience with data visualization tools is a plus.

About Waystar

Through a smart platform and better experience, Waystar helps providers simplify healthcare payments and yield powerful results throughout the complete revenue cycle.

Waystar's healthcare payments platform combines innovative, cloud-based technology, robust data, and unparalleled client support to streamline…