Senior Revenue Operations Specialist - Remote

📋 Description

• • Own the end-to-end deal desk: shepherd every SaaS contract from first pricing proposal through signature, ensuring that every term, discount, and schedule is internally consistent, legally compliant, and operationally executable.
• • Architect pricing packages that balance customer value with healthy unit economics—model usage tiers, ramp schedules, ramp-down clauses, and true-up mechanics so Finance can forecast revenue and margin with confidence.
• • Run the non-standard approval workflow like an air-traffic controller: flag out-of-policy concessions, route them to Legal, Finance, and Executive sponsors, and negotiate fallback positions that protect margin without killing momentum.
• • Act as the single source of truth between Salesforce opportunities, executed contracts, and downstream billing systems; reconcile SKUs, start dates, ramp dates, and discount schedules so nothing falls through the cracks at go-live.
• • Post-launch, dive deep into actuals: pull processing-partner invoices, network interchange reports, and usage logs to validate that real gross margin matches the model; surface deltas and partner with CS to course-correct pricing or cost assumptions.
• • Build and maintain a living playbook of deal patterns—standard clauses, margin guardrails, renewal uplift benchmarks—so Sales can self-serve 80 % of deals and you can focus brainpower on the 20 % that move the needle.
• • Drive continuous process improvement: map each hand-off in the quote-to-cash cycle, identify friction points, and roll out lightweight automations (Apex triggers, CPQ rules, DocuSign templates) that shave days off cycle time without adding risk.
• • Partner with Revenue Recognition to ensure ASC 606 compliance—confirm delivery milestones, variable consideration, and stand-alone selling prices are documented before bookings hit the GL.
• • Serve as the "voice of the data" in weekly forecast calls: surface pipeline gaps, renewal risk, and expansion whitespace by maintaining pristine dashboards that Sales leaders actually trust.
• • Mentor junior RevOps analysts on SQL, Excel modeling, and stakeholder communication so the team scales faster than headcount.
• • Champion a culture of experimentation—A/B test discount ladders, payment-term incentives, and annual vs. multi-year preferences to discover levers that lift win rate and net-dollar retention simultaneously.
• • Quarterly, present a "State of Revenue Operations" readout to the Executive team: highlight wins, quantify cycle-time reductions, and propose next-quarter OKRs that keep the company on a predictable, profitable growth trajectory.