Lead, coach, and develop a team of people managers and individual contributors across multiple geographies (US and India)
Own staffing, coverage modeling (including follow-the-sun support), performance management, and career development for Deal Operations
Promote an inclusive, collaborative and high-performing team culture
Represent Deal Operations and pricing expertise in executive and cross-functional forums
Lead the annual pricing exercise across the product portfolio and manage implementation of price changes with sales and executive leadership
Partner with Bids/RFPs, Legal, Government Relations, Sales, Customer Service, Accounting, Business Systems and IT on complex pricing, proposals, state adoptions and bids
Create and maintain processes and approval gates for exceptions to standard pricing and payment terms
Manage complex, high-dollar, or strategic deals and ensure operational readiness for fulfillment and billing
Partner broadly across the organization to maintain and evolve quoting capabilities and configuration engines
Translate district/education pricing requirements (adoptions, bids/RFPs, pilot pricing, multi-year deals, site licensing, district terms) into product and technical requirements for quoting/configuration tools
Serve as the business owner and cross-functional driver for quoting-related workstreams, coordinating with Business Systems, IT, Sales Ops, Implementation/Professional Services, Legal and Customer Service
Lead change management, training, and communication plans to ensure adoption and accurate quoting by Sales
Oversee ongoing governance and continuous improvement of quoting processes and configurations
Monitor quote queues and approvals, ensuring SLA adherence and accurate handoff to Customer Service/Order Fulfillment
Build dashboards and KPIs to measure quoting accuracy, time-to-quote, approval volumes, pricing leakage, and adoption of new quoting processes/tools
Continuously improve deal processes and internal tooling to increase efficiency and reduce risk
Drive and document requirements for integrations, data migration, and reconciliation between quoting and order/billing systems
Requirements
Hands-on experience with quoting tools/CPQ within the Education (K–12/district/state adoption) sector
Experience must include working with Salesforce CPQ or another sophisticated quoting engine
Deep understanding of district pricing, state curriculum adoption pricing, bid/RFP pricing structures and procurement cycles
Proven track record of leading the transformation or implementation of a quoting configuration tool
Strong Salesforce experience and familiarity with CPQ configuration and Salesforce integrations
Excellent cross-functional stakeholder management and executive communication skills
Strong project and program management skills, including experience with vendor evaluation and contract negotiations
Data-driven mindset: ability to analyze quoting/pricing data and create actionable reporting
Strong Excel modeling skills for deal scenarios and pricing analyses
Experience building training programs and adoption plans at scale
Exceptional attention to detail, critical thinking, and problem solving
Demonstrated people leadership experience managing global teams
Comfortable working in a fast-paced environment with changing priorities and a growth mindset
Bachelor’s degree or equivalent work experience
7+ years of high-performing experience in Deal Operations, Sales Operations, or Pricing Operations
2–3+ years of experience directly managing a high-performing, global team (managers and ICs) across multiple geographies
Prior work in the Education industry (K–12 / district / state), with direct experience managing or implementing quoting/pricing tools (Salesforce CPQ or equivalent)
Demonstrated experience with quoting for bids/RFPs, state adoptions and district procurement processes
Demonstrated experience leading a quoting tool transformation or large quoting/configuration implementation (as described above)
Benefits
Medical, dental, vision, and basic life insurance
401k plan with employer match
Flexible vacation and sick policy
Twelve paid holidays
Winter office closure between Christmas and New Year's