Title: Manager, Order Processing and Deal Desk
Location: Herndon, VA/ DC Area
Reporting to: Sr. Manager, Sales Operations
MUST HAVE EXPERIENCE WITH FEDERAL GOVERNMENT
About the Role
We are looking for a process-driven leader to oversee our hybrid Pricing Desk and Order Processing team while also serving as the backup for our primary Deal Desk resource. This Manager-level role is central to scaling our quote-to-cash operations, ensuring quote and order accuracy, protecting revenue, and enabling our Sales teams. You will focus on building repeatable, scalable processes in a growing business with a complex sales cycle and work closely with Sales Operations Analysts as an SME for CPQ enhancements.
*No sponsorship offered for this position.
Key Responsibilities
- Lead, mentor, and develop a team of Pricing Desk and Order Processing analysts, setting clear goals and fostering a culture of documentation, precision, and continuous improvement.
- Oversee Pricing Desk operations: maintain Pricing Desk Manual, deliver expert quoting support to sales teams, and facilitate training on updated processes and best practices.
- Manage Order Processing workflows: review incoming Purchase Orders for accurate alignment with quotes, proper legal verbiage, correct buying/selling entities, etc. and initiate seamless order handoff to Oracle for invoicing.
- Cross-train as backup Deal Desk resource: evaluate non-standard opportunities involving special discounting, payment terms, billing frequency, and deal structure, and ensure appropriate revenue recognition during processing.
- Design, document, and implement repeatable, scalable processes across quoting, order validation, booking, and Deal Desk reviews to drive efficiency and accuracy at scale.
- Monitor performance metrics, identify bottlenecks, and lead continuous improvement initiatives for quoting and order processing, while maintaining strong cross-functional collaboration with Finance, Legal, Revenue Accounting, and Sales Operations.
Required Qualifications
- Experience working with Federal Government.
- 5+ years of progressive experience in Pricing Operations, Deal Desk, Sales Operations, Order Management, or Revenue Operations.
- 2+ years of direct people-management experience (managing analysts or similar roles).
- Advanced proficiency with Salesforce CPQ and strong working knowledge of quote-to-cash workflows.
- Experience with ERP systems (Oracle or equivalent) and federal order processing/booking procedures.
- Proven track record building and documenting scalable processes and driving adoption across teams.
- Excellent communication and interpersonal skills, with the ability to influence, train, and collaborate effectively with sales professionals.
- Strong analytical, problem-solving, and attention-to-detail skills.
Preferred Qualifications
- Experience working with government customers or in highly regulated industries (highly valued but not required).
- Ability to maintain confidentiality and professionalism when handling sensitive business data.
- Background in technology, hardware, software, and data-security/cybersecurity sales.
- Experience with Channel-driven sales models.
- Familiarity with revenue recognition standards (ASC 606 or equivalent).
- Bachelor’s degree in Business, Finance, Operations, or a related field.
