Director, Deal Operations

Role Overview

• 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