Revenue Operations Manager - Quote to Cash; QTC

About The Opportunity

We are executing a commercial transformation in our EHS & ESG business unit which sells complex solutions to Fortune 500 companies navigating environmental reporting, process safety, and operational risk. This role owns the Pipeline to Renewals domain: the processes, tools, and governance that spans opportunity management, forecasting inputs, pricing and quoting, approval workflows, order handoff, and end-to-end renewals process ownership.

Two strategic imperatives make this role uniquely high impact right now. First, we are in the early stages of optimizing our forecasting process and need dedicated ownership to drive adoption and accuracy. Second, we are transitioning our product strategy from point solution sales to an integrated platform with AI orchestration—a shift that has direct implications for how we price, quote, and renew.

If you are energized by process complexity and commercial transformation, this role is for you.

• Own the operational design and execution support for the Deal Desk, including quoting coordination, deal structuring support, and approval workflows, so Sales can move quickly and accurately through commercial terms.
• Partner with business stakeholders to translate pricing and packaging decisions into Salesforce CPQ, designing a scalable architecture that supports the company’s transition to an integrated platform model and defining the customer migration process to move existing customers from legacy pricing to new structures.
• Serve as Business Process Owner for all Pipeline-to-Booking (P2B) processes within the shared tech stack (Salesforce and Salesforce CPQ), owning process design, governance, requirement prioritization, adoption, and performance measurement, while partnering with central IT on technical delivery and with Sales, Finance, and Business Operations to drive process adherence and successful rollout.

• Own continuous improvement of the renewals process, transforming it from manual and fragmented to streamlined and automated where possible by implementing amendment‑based processing, contract consolidation, and proactive workflows that reduce friction and protect incremental revenue.
• Connect renewals to account hierarchies, contact roles, and decision‑maker records in Salesforce to eliminate blind spots at critical renewal moments.

• Refine and govern the opportunity management process stage definitions, gating criteria, CRM field standards, revenue type classification, and closed‑lost taxonomy, building on existing frameworks and closing gaps.
• Own forecast operating model and enablement: drive adoption of the forecasting process, improve accuracy by incorporating deal health signals and risk factors, and build the cadence and data hygiene that gives Sales leadership confidence in the number.
• Support redefinition/expansion of the opportunity management process against evolving product strategy and GTM motions.

• Actively leverage AI tools and agents to automate manual processes, surface deal health signals, and reduce administrative burden on Sales and Deal Desk with a hands‑on, curious approach to emerging tools.
• Own business reporting requirements and insights needs for P2B reporting, partnering with central IT on reliable reporting delivery while building ad‑hoc analysis to investigate deal velocity, pipeline health, forecast variance, and renewal performance, and supporting Sales Analysts to surface actionable insights for the Sales team.
• Work with the Business Operations team to drive adoption of quoting, renewal, and revenue recognition processes; collaborate with the Top of Funnel Rev Ops Manager on clean funnel hand‑offs and with the Sales Enablement Manager on GTM motion implementation.

• 5+ years in Revenue Operations or Sales Operations with clear ownership of pipeline management, quoting, and/or renewals in a B2B environment.
• Hands‑on proficiency with Salesforce CRM and Salesforce CPQ price book management, quoting workflows, and deal structuring in…