Senior Deal Operations Analyst

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 Senior Deal Operations Analyst, you will assist the sales and customer success teams, within Rapid7's proposal to cash process, by guiding them on deal structures that will maximize revenue while also addressing the complex details involved in Rapid7's non-standard contracting process.  You will be responsible for ensuring deals are correctly constructed to address the intricacies of our contract process so that the deal cycle can be completed promptly.  

In this role you are responsible for:

  • Serve as a key advisor to both the account teams and Deal Operations team on deal structure and quoting, advises the team on alternative contract options, and/or value propositioning to help drive deal closure

  • Monitor the deal support ticket queue to provide support for complex, non-standard, and enterprise deal requests

  • Advise sales reps on complex, non-standard, and enterprise deal support requests and escalate to management, as needed, to ensure compliance with internal business policies and revenue recognition guidelines 

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

  • Utilizing NetSuite (ERP+CRM), Salesforce (CRM), and Zendesk (ticketing), assist Go-To-Customer teams by outlining the structuring of non-standard quotes that deliver customers an excellent procurement experience while adhering to our pricing, quoting, and booking policies.  This includes the following:

    • Architecting quotes structures for non-standard deals

    • Drafting custom billing schedule language

    • Drafting custom renewal language

    • Drafting other non-standard contractual language

  • Collaborate with impacted parties to provide post booking deal support by identifying solutions for common Quote to Cash errors

  • 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

  • Support new Go-To-Customer initiatives by performing User Acceptance Testing and by delivering trainings for Proposal to Cash teams and Go-To-Customer teams

  • Deliver relevant training to new and existing Sales reps on Deal Operations, Booking policies, and overall proposal to order best practices

  • Create & maintain Deal Operations process documentation

  • Responsible for training and onboarding new Deal Operations hires

Qualifications

  • 3-5 years of experience in order management, sales operations, or a business operations role

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

  • Proven success within a SaaS/B2B Industry

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

  • Success 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

  • Highly organized, 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 a plus

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

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.