Manager, Sales Operations

Manager, Sales Operations

Location: Milwaukee, WI

Ready Rebound

The Manager, Sales Operations owns the quote-to-order process for new business, renewals, and expansions. You will structure commercial terms, coordinate redlines and approvals, educate external stakeholders on our model and terms, and ensure every agreement is revenue-ready and filed correctly in Salesforce.

The Deal Desk function enables clean, compliant, and scalable bookings. We partner with Sales, Renewals, Marketing, Finance, Legal (internal and external counsel), Customer Success, Security/IT, and Product to structure deals, drive approvals, and move transactions to signature on time. The Manager, Sales Operations owns the quote-to-order process for new business, renewals, and expansions. You will structure commercial terms, coordinate redlines and approvals, educate external stakeholders on our model and terms, and ensure every agreement is revenue-ready and filed correctly in Salesforce
. You also own the RFP/RFI/RFQ response process and build practical analytics that improve deal velocity, renewal hygiene, and forecast quality.

• Advise AEs and Renewal Managers on term options and non-standard requests.
• Review and route non-standard terms with Sales, Renewals, Marketing, Finance, Legal, CS, Security/IT, and Product; flag revenue‑recognition impacts and required approvals.

• Own approval matrices and SLAs; document exceptions with clear rationale.
• Maintain clause libraries and fallbacks; recommend updates based on negotiation patterns.
• Enforce pricing/discount policy adherence; trend and reduce exception rate over time.

• Prepare issue lists and business summaries for counsel; coordinate calendars; track redlines to closure.
• Ensure revenue-ready packages (Order Form, SOW, MSA, EULA, BAA/DPA, required municipal forms such as COI/W-9) with clean hand‑offs to Billing and Customer Success.
• Track and improve CLM/e-signature cycle time.
• File fully executed agreements to the correct Salesforce objects; maintain zero-defect contract hygiene.

• Professionally engage chiefs/command staff, city managers, finance/risk/HR directors, and opposing counsel.
• Partner with IT to enhance Salesforce, CPQ, CLM, and e-signature workflows and validations.

• Identify friction in quote-to-cash; implement SOPs, checklists, and tooling improvements (CRM/
  CPQ/CLM and e-signature
  ).
• Partner with Rev Ops/IT to enhance Salesforce, CPQ, CLM, and esignature workflows.

• Own end-to-end RFP/RFI/RFQ responses: intake, go/no‑go, timeline, compliance matrix, Q&A, drafting, internal reviews/approvals, submission, and archiving.
• Coordinate internal contributors (Sales, Renewals, Clinical/Provider Ops, Finance, Security/IT, Legal, Marketing) with clear owners and deadlines.
• Ensure compliant submissions (forms, certifications, addenda) and record all activity in Salesforce/CLM.
• Maintain and continuously improve the response library (approved boilerplate, data points, case studies, pricing exhibits, security/privacy posture) and templates.

• Publish weekly dashboards on cycle time, win rate, discounting, exception rates, ACV/TCV, renewal timeliness, and retention (lead and lag indicators).
• Run enablement for Sales/Renewals on deal policies, process, and tools; provide leadership‑ready insights.

• 4–7+ years in Deal Desk, Sales Operations, Contracts, or Revenue Finance supporting complex B2B or SaaS/public‑sector deals; or 1‑2+ years post MBA.
• Strong command of commercial terms (pricing/discounting, liability caps, indemnities, termination, SLAs, data/privacy) and approval governance.
• Proven experience coordinating internal/external counsel and running redlines end-to-end.
• Salesforce proficiency (required); familiarity with CPQ/CLM/esignature (e.g., Docusign) preferred.
• Advanced in Excel; comfort with BI tools or SQL is a plus.
• Excellent communication; professional presence with senior municipal stakeholders and opposing counsel.
• Impeccable follow-through and document…