Team Lead, Revenue Operations

Key Responsibilities:

Deal Structuring & Quote Support

• Support HC CA Sales teams by reviewing and guiding the preparation of accurate, compliant quotes in Salesforce CPQ
• Review complex or high-impact HC CA deal requests to ensure pricing accuracy, discount alignment, SKU compatibility, and correct approval routing
• Act as the first escalation point for HC CA deal exceptions, tight timelines, and policy-related questions during EST hours

Queue & Case Management (Core KRA)

• Own and actively manage erroneous contract queues for HC CA, ensuring timely assignment to the team and driving resolution within defined SLAs
• Monitor and manage approval queues across Salesforce CPQ, Ironclad, and other deal-related systems, ensuring approvals move efficiently and blockers are addressed proactively
• Oversee support intake via Slack, JSM, and email, ensuring tickets are triaged, assigned, tracked, and resolved effectively
• Identify aging items, recurring issues, or bottlenecks across queues and escalate risks proactively to RevOps leadership

Sales Enablement & Stakeholder Collaboration

• Partner closely with HC Sales and Sales leadership to support active deal cycles and unblock issues quickly
• Coordinate with Finance, Legal, and RevOps leadership to resolve HC deal exceptions and approval delays
• Reinforce best practices around deal structure, approvals, and administrative requirements with HC Sales teams

Customer-Facing Admin Alignment

• Ensure billing frequency, payment terms, invoicing details, PO requirements, and tax fields are accurately captured at the quote stage
• Validate customer-specific administrative requirements to minimize downstream issues during booking, invoicing, or implementation

Process & Policy Governance

• Ensure adherence to company policies related to pricing, discounting, revenue recognition, and approvals
• Maintain audit-ready documentation for deal reviews, approvals, and escalations
• Identify recurring deal errors or approval delays and recommend process or system improvements

Salesforce & Tool Support

• Use Salesforce/Sigma dashboards and queue views to monitor deal volumes, turnaround times, error trends, and SLA adherence for HC CA
• Support UAT and rollout of CPQ, Ironclad, or workflow enhancements impacting deal or approval queues

Team Leadership & Execution

• Provide day-to-day guidance, workload prioritization, and quality checks for Deal Desk / RevOps Associates supporting HC CA
• Ensure balanced distribution of work across queues and timely completion of assigned items
• Support onboarding, training, and ongoing coaching to maintain consistent execution standards
• Track and report on team KPIs including turnaround time, error resolution rate, queue aging, and SLA performance

Qualifications:

Education & Experience

• Bachelor’s degree in finance, Business, Economics, or a related field
• 7–9 years of experience in Revenue Operations, Sales Operations, Deal Desk, or Quote-to-Cash roles within SaaS or B2B environments
• Prior experience handling queues, approvals, or case management functions preferred
• Experience supporting US-based Sales teams is a strong advantage; exposure to segment-specific or enterprise accounts (e.g., HC / CA) is a plus

Skills & Tools

• Strong working knowledge of Salesforce and CPQ; familiarity with Ironclad, JSM, or similar workflow tools is a plus
• Solid understanding of SaaS deal structures, pricing models, and approval workflows
• Strong organizational and prioritization skills, with the ability to manage multiple queues simultaneously
• Clear, confident communication skills for interacting with Sales, Finance, and Legal stakeholders
• Willingness and ability to work EST hours consistently