The Role
As a Revenue Operations Specialist reporting to the Senior Revenue Operations Analyst, you will support Sales across the revenue lifecycle. Core responsibilities include accurate customer and channel quoting, contract tracking from intake through execution, opportunity and transaction data quality, operational reporting, and improvement of revenue systems and workflows.
The ideal candidate is a practical, detail-oriented operator who can manage hardware, recurring software, services, channel partners, and government procurement requirements within a single transaction.
Key Responsibilities
Quoting and Revenue Execution
- Prepare accurate customer and channel quotes using approved products, pricing, terms, and templates; support new business, renewals, add-ons, expansions, co-terming, and complex deployments.
- Review configurations, terms, pricing, discounts, partner economics, and contractual alignment; document and route non-standard items for appropriate review.
- Track contracts from intake through execution, verify order readiness across agreements, purchase orders, quotes, and order forms, and partner with Finance and Operations on billing, processing, and booking issues.
Systems, Data, and Process Improvement
- Maintain accurate opportunity, quote, order, and renewal data in Salesforce, including key pipeline and forecasting fields.
- Analyze revenue and transaction data to support pricing, pipeline visibility, forecasting, renewals, process improvement, and recurring or ad hoc reporting.
- Improve Revenue Operations processes, Salesforce reports and dashboards, automation, controls, documentation, and seller enablement; take ownership of appropriate system enhancements after learning the operating model.
- Serve as a trusted partner to Sales and coordinate with Finance, Customer Success, Operations, and executive stakeholders while providing practical guidance on pricing, packaging, renewals, and booking.
Preferred Qualifications
- 2+ years of experience in Revenue Operations, Sales Operations, Finance Operations, or a related B2B commercial operations role.
- Experience with opportunity-to-renewal and quote-to-booking processes across software, SaaS, hardware, or services, including contract administration from intake through renewal.
- Hands-on CRM experience, preferably Salesforce, including reports, dashboards, data management, and workflow automation.
- Familiarity with U.S. Government or public-sector procurement, period-of-performance structures, channel transactions, and multi-party deal flows.
- Strong analytical, numerical, spreadsheet, and reporting skills, with the ability to reconcile transaction details and identify inconsistencies.
- Ability to interpret pricing, product configurations, commercial terms, and business rules and apply them consistently.
- Comfort using AI tools to accelerate operational work and automate repeatable workflows.
- Clear written and verbal communication, strong attention to detail, and the ability to manage multiple priorities in a deadline-driven environment.
Pay: $75,000.00 - $100,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Employee assistance program
- Flexible spending account
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Professional development assistance
- Referral program
- Stock options
- Vision insurance
Work Location: Hybrid remote in Herndon, VA 20170
