[Hiring] Revenue Operations Manager @Kion

Role Description

As the Revenue Operations Manager for Kion, you are the person who gets deals across the line. You own the deal desk, first-pass contract review, quotes and order forms, the weekly forecast, and the handoff from sales into delivery. You are the human our reps come to when a deal does not fit the standard shape, and the person leadership trusts to tell them what the pipeline actually looks like. This is deliberately not a Salesforce administration job. Our platform work sits with an outsourced RevOps partner. You decide what the systems should do and write the specs they build against.

• Own the deal desk. Review pricing, approve or escalate discounts and non-standard terms, and hold the approval process against a fast-moving sales team.
• Run first-pass contract review and redlines on customer paper. Work our standard positions independently and know precisely when something needs to go to counsel.
• Assemble the weekly forecast. Scrub commits, chase reps for accurate data, and build the number Sales leadership and the COO present.
• Generate quotes and order forms, and check the paper against what was actually sold.
• Own the pre-sales to post-sales handoff, including guided evaluations and onboarding kickoff, and confirm that purchased licenses and professional services are delivered and invoiced.
• Own the booking handoff into Finance and the accuracy of everything that gets passed over.
• Own the CRM data model and the process definitions behind it. What a stage means, what we track, and what we refuse to track.
• Direct our outsourced RevOps partner. Write the specs they build against, triage intake, and hold them to scope and SLA.
• Act on AI-generated pipeline hygiene and win-loss analysis. Detection is automated. Chasing the rep and deciding what it means is not.
• Serve as the systems and process advisor to Sales, Marketing, Delivery, and Finance leadership.
• Own lead-to-opportunity hygiene at the top of the funnel, including conversion accuracy, first meetings booked, and lead source integrity.
• Support large marketing programs end to end, from lead import through rep assignment to measurement.
• Define the dashboards that measure GTM program investment and return, and spec them for the outsourced partner to build.
• Own the systems side of GTM changes. Territory assignments, sales stage definitions, direct versus partner, and commercial versus federal all require coordinated updates across our systems.

Qualifications

• 4+ years in deal desk, revenue operations, sales operations, or contract management at a B2B SaaS company.
• Direct ownership of a deal desk or deal approval process, including pricing approvals, discount authority, and non-standard terms.
• First-pass contract review experience. Comfortable redlining customer paper and confident about what needs to escalate to counsel.
• Experience assembling a forecast and holding sales reps to accurate commit data, including when they push back.
• Working fluency in Salesforce. You can build reports, read an object model, and write a clear change request. You do not need to have administered or architected the platform.
• Experience directing an external vendor, agency, or contractor against a written scope.
• Track record operating with high autonomy at a small or lean company, rather than as one specialist inside a large ops team.
• Strong cross-functional communication. You can tell a rep no, explain why, and make it stick without formal authority over them.
• Working familiarity with federal procurement. You understand how buying through GSA schedules, distributors and cloud marketplaces differs from a commercial deal, and what that changes in pricing and paper. You do not need to be an expert, but you should not be starting from zero.

Requirements

• Direct experience with GSA schedule pricing, distributor or reseller channels such as Carahsoft, or cloud marketplace transactions.
• Salesforce administration or configuration experience.
• Experience working alongside an outsourced RevOps or Salesforce partner.
• CPQ implementation or administration.
• Familiarity with revenue recognition principles and how contract structure drives them.
• SQL and BI tool experience (Tableau, Hex, Looker, or similar).
• Experience using AI tooling to automate operational workflows.
• Background at a cloud infrastructure, FinOps, or IT governance company.
• Experience in a fully remote company environment.

Benefits

• Kion is a remote-first company. We offer a 100% remote work schedule (US only)!
• Excellent compensation and outstanding benefits, including medical, dental and vision!
• 3% of direct compensation contribution to your 401(k) (no match required).
• Unlimited PTO to allow staff to spend time with friends and family.
• Regular virtual engagements to better connect with co-workers and talk about life outside of work.
• A small-team collaborative environment that fosters communication and innovation.