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Salary: USD 173,400 - 260,200 / annual
Rubrik is seeking a Senior Manager of Quoting Strategy & Operations to lead the quote-to-cash function and oversee the development of AI-powered quoting capabilities. This role sits at the center of Rubrik's go-to-market engine, owning the end-to-end quote-to-cash experience across Sales, Deal Desk, and Finance, including renewals, replacements, approvals, and new commercial models.
You will own the roadmap and delivery for Quote-to-Cash systems and AI-enabled quoting in alignment with GTM strategy and product portfolio expansion. You'll lead a team of business analysts and operations managers, setting clear expectations, coaching for growth, and building a culture of accountability and continuous improvement. Your responsibilities include running and continuously improving the Quote-to-Cash operating model, including processes, data standards, and governance that reduce field friction, improve sales velocity, and ensure quote accuracy.
Key responsibilities include:
- Partner with Sales, Revenue Operations, Finance, IT, and Product on priorities and tradeoffs, escalating to leadership where decisions are needed
- Design solutions that support new product introductions, bundling, and commercial innovation, enabling faster launches without compromising operational integrity
- Partner with Sales and GTM leaders to identify and deliver improvements that increase seller productivity, shorten deal cycles, and improve the quoting experience
- Own performance reporting, including KPIs and dashboards on quote health, adoption, and operational efficiency
- Evaluate emerging capabilities, including AI-enabled quoting; build business cases, recommend and lead pilots and implementations, and propose guardrails for what can be automated versus what needs human review
- Partner with IT, Legal, and Finance on data quality, auditability, and risk controls for new capabilities
- Lead change management for new processes and releases, including training, communications, and enablement for global Sales and Operations teams
- Contribute to cross-functional planning forums and leadership reviews, connecting Quote-to-Cash performance to business outcomes
The team works across Sales Ops, Deal Desk, Finance, Product, and IT, turning complex business scenarios into clear requirements, roadmaps, and shipped capabilities. The work is varied and high-impact, from defining how an AI agent should handle re-contracting to optimizing approval SLAs and new product launches.
REQUIREMENTS:
- 8+ years of progressive experience in Sales, Revenue, or Deal Operations, with deep expertise in the quote-to-order lifecycle, including pricing, quoting, approvals, and renewals
- Experience building and scaling quoting and commercial capabilities in high-growth SaaS environments, from design through adoption
- Strong financial and business acumen; able to translate pricing strategies, business models, and GTM motions into scalable quoting solutions
- Hands-on experience applying AI and automation to quoting and deal workflows, such as AI-assisted or agentic quoting, with a practical understanding of where AI adds value and where human control is needed
- Working knowledge of quoting and commercial systems (e.g., Salesforce CPQ) with the ability to guide solution design and hold technical partners to best practices
- Proven track record of delivering large systems and process programs, working across Sales, Finance, Legal, IT, and Product
- Strong communication and stakeholder management skills; able to influence senior leaders, synthesize complexity into clear recommendations, and escalate decisions effectively
- 4+ years of people management experience, including leading teams of analysts and/or managers in a fast-paced environment
- Strong command of data modeling, revenue analytics, and business intelligence to inform priorities and performance; comfort with data quality and master data as foundations for reliable AI outputs
- Experience with master data management, pricing governance, and revenue recognition considerations in a SaaS or subscription business is strongly preferred
