Key skills
GTM OperationsSales OperationsCommercial OperationsQuote-to-Cash ProcessesCPQ SystemsCRM SystemsBilling SystemsContract SystemsPolicy and Governance FrameworksDeal StructuringContract ApprovalsBilling SetupStakeholder ManagementPatienceProject ManagementAICRMSales
About this role
Nebius is leading a new era in cloud infrastructure for the global AI economy, and they are seeking a hands-on leader for the end-to-end Deal Initiation to Customer Activation process. This role focuses on optimizing the deal lifecycle, ensuring accurate customer agreements, and defining policies that enable scalability in a fast-growing sales environment.
Responsibilities:
- Own and optimize the end-to-end deal lifecycle from initiation through customer activation
- Define and enforce policies and governance frameworks (deal structuring, approvals, contract standards, billing readiness)
- Ensure deals are structured to meet customer requirements while leveraging standard processes to accelerate cycle time
- Identify and eliminate friction across quoting, approvals, contracting, and billing setup
- Partner with Sales and Commercial Ops to improve deal quality and first-time-right structuring
- Collaborate with Legal and Finance to streamline approvals and ensure compliance
- Work with GTM Systems to embed workflows and controls in CPQ, CRM, and contract tools
- Partner with Billing Engineering and Product to ensure order forms are accurately and automatically ingested into billing systems
- Standardize handling of complex deal constructs (usage-based pricing, multi-year deals, custom terms)
- Build playbooks and guidance for Sales
- Track and improve cycle time, bottlenecks, policy adherence, and activation accuracy
Requirements:
- 7–10+ years in GTM Ops, Sales Ops, or Commercial Ops
- Deep experience with Quote-to-Cash / deal lifecycle processes
- Proven ability to build and scale processes in fast-growing environments
- Strong understanding of what good looks like at scale, with a clear plan to get there
- Ability to balance speed and control, designing for both near-term execution and long-term scalability
- Experience with CPQ, CRM, billing, and contract systems
- Strong project management and stakeholder management skills
- Able to work through complex, ambiguous problems with patience and persistence