Staff Order to Cash Business Systems Manager
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Job Description
Manager overseeing Order-to-Cash systems and processes for high-growth SaaS company. Collaborating across Sales, Finance, Legal, and Engineering teams to drive system improvements.
Responsibilities:
- Own the Vision: Define the end-to-end future state for OTC, mapping how deals progress from product-led trials to sales-assisted enterprise contracts.
- Drive Prioritization: Maintain a transparent multi-quarter roadmap that balances quick wins with foundational investments in DealHub, Salesforce, and internal tooling.
- Manage Delivery: Partner with GTM Engineering to scope initiatives, plan sprints, and manage delivery from discovery through UAT and launch.
- Serve as the Primary Interface: Act as the main point of contact for Sales, Deal Desk, Finance, and Legal to capture requirements and triage systemic execution issues.
- Lead Discovery: Conduct structured discovery to identify pain points in quoting and approvals, translating complex pricing changes into scalable system designs.
- Drive Change Management: Own the rollout of new processes, including stakeholder alignment, communication plans.
- Lead the CPQ Transition: Spearhead the product side of the migration from Salesforce CPQ to DealHub, ensuring a seamless transition for revenue teams.
- Simplify Complexity: Redesign deal approval and quoting experiences to reduce cycle time while preserving necessary financial guardrails and controls.
- Ensure Cohesion: Define configuration principles that maintain data quality and workflow integrity across the stack (Ironclad, NetSuite, Gong, ZoomInfo).
- Automate Workflows: Identify and prioritize opportunities to automate approvals, quote generation, and billing handoffs to reduce manual errors.
- Leverage AI: Collaborate on AI-assisted experiences (guided selling, smart approvals) to support both PLG and sales-assisted motions.
- Measure & Iterate: Define key metrics (quote-to-close time, error rates) and use data to continuously refine processes, ensuring they meet audit and financial control requirements.
Requirements:
- 6–10+ years in systems management, internal tools/product, or business systems product ownership in high‑growth B2B SaaS with both PLG and sales‑assisted motions
- Prior work with GTM and/or finance‑adjacent systems, including Salesforce and a CPQ platform (Salesforce CPQ, DealHub, or similar) plus exposure to ERP/billing (e.g., NetSuite)
- Demonstrated success simplifying complex quoting, approval, or O2C workflows in a fast‑paced environment with frequently changing pricing and packaging
- Strong understanding of SaaS GTM and OTC (quoting, discounting, approvals, contracting, billing models, renewals, amendments, expansions) and how PLG funnels, self‑serve subscriptions, and in‑product upgrades connect to CRM, CPQ, billing, and revenue reporting
- Comfortable working with system concepts such as data models, integrations, and APIs, and collaborating closely with engineers and architects to make pragmatic trade‑offs
- Ability to analyze data (e.g., funnel metrics, cycle times, error rates, conversion by motion) to drive prioritization and measure impact
- Proven track record owning a roadmap and driving cross‑functional alignment across Sales, Growth/PLG, Pricing & Packaging, Deal Desk, Finance, Legal, and Engineering
- Exceptional written and verbal communication, with the ability to clearly explain complex systems and trade‑offs to both executive and frontline audiences
- Strong influencing skills and executive presence; able to align senior stakeholders on priorities and path forward without direct authority
- Bias for action and comfort with ambiguity; you bring structure to messy problem spaces and move initiatives forward
- User‑obsessed mindset with a strong sense of ownership over the seller, approver, and internal stakeholder experience
- High standards for quality and control, balanced with pragmatism and an iterative approach to shipping improvements.
Benefits:
- Equity
- 401k
- Health, Dental, and Vision insurance
- Spending accounts
- Life & Disability
- Paid parental leave
- Flexible paid time off
- Enhanced employee assistance program
- Employee wellness stipend
- Professional development stipend
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