Manager, Deal Operations

US - MA - Boston

Location(s)

US - MA - Boston

Team(s)

Business Support


Rapid7 (NASDAQ:RPD) is a team of highly motivated individuals dedicated to making the world a safer place through innovative cybersecurity solutions. With over 9000 customers (including half of the Fortune 100) across 120 countries, Rapid7 aims to give Security, IT, and Development teams the tools needed to dramatically improve their security operations. Consistently named one of the best places to work by the Boston Business Journal and The Boston Globe, Rapid7 views its people as its most important asset and invests heavily in employee career development and company culture.

As a Deal Operations Manager, you will manage a Deal Operations team who is responsible for assisting our sales and customer success teams, within Rapid7's proposal to cash process.  The team utilizes NetSuite (ERP+CRM), Salesforce (CRM), and Zendesk (ticketing) to assist Go-To-Customer teams by building complex or non-standard quotes that deliver customers an excellent procurement experience while adhering to our pricing, quoting, and booking policies.  The team is also responsible for guiding our account teams on deal structures that will maximize revenue while also addressing the complex details involved in Rapid7's non-standard contracting process.  Ultimately, it's our Deal Operations team's responsibility to ensure deals are correctly constructed to address the intricacies of our contracting process so that the deal cycle can be completed promptly.  

In this role you are responsible for:

  • Manage Deal Operations team including hiring, onboarding, & development

  • Oversees the management of the deal support ticket queue

  • Responsible for delegating projects to the team when applicable, reporting status of projects to Senior Management & Leadership

  • Advises on business policies impacting deal structures, acts as point of escalation, and approves exceptions as necessary

  • Serves as a primary advisor to Rapid7's account teams on complex, non-standard, and enterprise deal support requests, advising the teams on alternative contract options, and/or value propositioning to help drive deal closures. 

  • Collaborate with impacted parties to identify acceptable options to facilitate deal closure and to resolve post booking deal issues.  This will include teaming with Proposals, Order Management, Finance, Legal, and other Operations teams

  • Build relationships with internal partners to resolve issues in a timely fashion

  • Review, approve, and/or reject quotes with a high attention to detail regarding knowledge of Rapid7's product offerings, contract language, and internal business policies

  • Represent Deal Operations in QBRs and other regional Sales team meetings

  • Develops and drives initiatives to improve Deal Operations productivity, establish/revise company deal policies, and simplify processes throughout the Deal Operations and Sales Organization

  • Partners with Sales Operations on process/system improvements, sales enablement and special projects

  • Support new Go-To-Customer initiatives by reviewing User Acceptance Testing

  • Monitor Quote To Cash system functionality constraints & analyze the impact on the deal cycle to inform IT Backlog prioritization

  • Document common deal structure requests & explore implications to help inform sales strategy decisions

  • Review Deal Operations process documentation and oversee the creation of enablement materials for Proposal to Cash teams and Go-To-Customer teams

  • Responsible for training and onboarding new Deal Operations hires

Qualifications

  • 6-8 years of experience in order management, sales operations, or a business operations role with 2+ years of experience as a people manager

  • BA/ BS in Business Administration, Finance, or Accounting degree from 4 year college or university or equivalent experience

  • Proven success managing a Deal Support/Deal Desk function within a SaaS/B2B Industry

  • Proven success partnering with Go-To-Customer Teams and other cross functional departments

  • Extensive experience in Direct and Channel Sales model

  • Track record of dedication to working as a team and providing excellent customer service

  • Excellent analytical skills with a high attention to detail.

  • Independent/flexible problem-solver with ability to positively cope with change

  • Exceptional organizational skills, customer focused, and ability to meet tight deadlines

  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter

  • Effective under pressure

  • Excellent communicator and open to feedback

  • Proficiency in gSuite, Salesforce, Netsuite, and/or Zendesk 

  • Strong business acumen, strong reporting, troubleshooting, problem-solving, and project management skills

  • Strong experience in contract negotiations with enterprise customers and working with enterprise sales teams

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.