Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world!
About the Role:
We are seeking a dynamic and detail-oriented Senior Order Operations Business Partner to support the end-to-end quote-to-cash process, from deal structuring through order validation and renewals management. In this highly cross-functional role, you’ll partner closely with Sales, Finance, and Legal to create accurate Salesforce CPQ quotes, manage pricing and approvals, audit contracts, and ensure clean order handoffs to Revenue Operations. You’ll play a critical role in protecting revenue integrity, driving deal velocity, and ensuring a seamless customer experience. This is an exciting opportunity to join a fast-paced SaaS environment, influence strategic deals, and optimize processes that directly impact company growth.
Responsibilities:
Deal Review & Analysis
- Interpret pricing and governance policies to accommodate unique customer needs.
- Own quote creation in Salesforce CPQ, ensuring accurate product configuration, pricing, and subscription alignment.
- Manage discounting and pricing governance to ensure consistency, approvals, and financial health.
- Evaluate competing priorities in deal decisions and recommend strategic solutions.
- Provide guidance on complex or nonstandard deal structures to balance customer needs with company objectives.
- Act as liaison between Sales, Finance, and Legal for approvals & ensure all approvals (discounting, renewals, non-standard terms) are logged and tracked in Salesforce.
Renewals Management
- Support creation and validation of renewal quotes in Salesforce CPQ.
- Ensure renewal accuracy (ARR, product continuity, term dates) and compliance with uplift/discount policy.
- Support co-terming, upsells, partial renewals, and amendment scenarios.
- Proactively flag churn risks or exceptions and collaborate with Sales/Customer Success.
Documentation Review
- Review opportunities for accuracy and completeness, ensuring compliance with pricing, SKUs, and customer agreements.
- Validate supporting documentation, including contracts, signatures, and approvals.
- Oversee data integrity in Salesforce, ensuring accurate transfer to NetSuite.
- Ensure closed-won opportunities and orders are audit-ready before handoff to Billing/RevOps.
- Confirm opportunity, quote, order, and contract align.
- Validate renewal language in contracts and ensure correct terms carry forward.
- Reduce rework and customer friction by catching errors before signature.
Revenue Recognition & Compliance
- Ensure sales orders and renewals align with revenue recognition policies.
- Identify and resolve revenue-related discrepancies (e.g., contract modifications, refunds, credits).
- Support the financial audit process by maintaining data integrity and internal controls.
Process Optimization & Cross-Functional Collaboration
- Recommend improvements to the quote-to-cash and renewal management processes.
- Share insights with Sales, Finance, and Legal to improve deal and renewal structuring.
- Assist with system integrations, automation initiatives, and special projects.
- Maintain confidentiality of sensitive financial and customer data.
Qualifications:
- 3+ years of experience in Deal Desk, Order Operations, Revenue Operations, or a similar role.
- Strong knowledge of Salesforce CPQ, NetSuite, Clari, and quote-to-cash processes.
- Understanding of renewal management, revenue recognition principles, pricing structures, and contract governance.
- Excellent analytical, problem-solving, and decision-making skills.
- Strong ability to interpret and apply pricing and approval workflows.
- Effective communication skills with the ability to tailor messaging for different stakeholders.
- Ability to work independently in a fast-paced environment while managing competing priorities.
- Demonstrated ability to develop process improvements and enhance operational efficiency.
Compensation:
- Salary: $108,000
- Competitive Equity Package
- Comprehensive Benefits Plan
#LI-NH1 #LI-REMOTE
Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.
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