Manager, Global Deal Operations & Governance

Rubrik; Madison (WI); Remote; USD 126,000 - 210,000; Full time

Job summary

Rubrik is seeking a Manager, Global Deal Operations and Governance to lead a global team, own day-to-day operations, and drive strategic improvements across the quote-to-cash process. The role focuses on exception quoting, system enhancements with IT/CPQ, and building scalable, documented processes that reduce manual work.

Ideal candidates bring 7+ years in deal operations, strong leadership, and a track record of making defensible decisions in ambiguous situations while communicating clearly to

Qualifications

• 7+ years in deal desk, deal operations, revenue operations, or quote-to-cash
• Leadership experience or clear readiness to step into it
• Ability to make defensible calls in ambiguous situations
• Strong upward communication to senior leaders
• AI-forward mindset to apply automation and new tools

Responsibilities

• Lead and develop a global team of deal operations analysts across regions and time zones — ownership, workload, coaching, performance, and hiring
• Own the health of day-to-day deal operations — exception quoting, case management, approval queues, and CSAT/replacement handling — to the speed and accuracy targets
• Set clear ownership and service levels to prevent work from falling through cracks or escalating unnecessarily
• Lead cross-functional initiatives to improve the quoting experience, partner with IT/CPQ on system enhancements, and standardize process documentation and enablement
• Represent the team in cross-functional forums; synthesize system-level complexity into clear, decision-ready recommendations
• Partner across quote-to-cash to ensure programs and deal types are designed with operational reality in mind
• Differentiate keep-the-lights-on work from root-cause fixes and push for automation
• Serve as escalation point and SME for complex, exception-based quoting

Skills

Deal operations

People management

Salesforce CPQ

Cross-functional collaboration

Tools

Salesforce CPQ

Job description

Manager, Global Deal Operations & Governance

About the role

Rubrik's Deal Operations team sits at the center of quote-to-cash. We own the complex, exception-based quoting work that keeps deals moving — the things standard systems can't do on their own — and we bring Sales, Finance, Renewals, and IT together so decisions get made with the full picture of how our systems actually work.

We're hiring a Manager, Global Deal Operations and Governance to lead that team day to day — someone equally comfortable running a tight operation and driving change across the organization. It's a role for a leader who thrives in ambiguity, turns deep system complexity into clear recommendations, and knows the difference between keeping the lights on and making the operation fundamentally better.

What you'll do

• Lead and develop a global team of deal operations analysts across regions and time zones — ownership, workload, coaching, performance, and hiring.

• Own the health of day-to-day deal operations — exception quoting, case management, approval queues, and CSAT/replacement handling — to the speed and accuracy targets Sales and Finance depend on, especially at quarter-end.

• Set clear ownership and service levels so work stops falling through the cracks or escalating unnecessarily.

• Lead cross-functional initiatives that make the operation better — streamlining the quoting experience for Sales, partnering with IT/CPQ on system enhancements, and standardizing process documentation and enablement.

• Represent the team in cross-functional and leadership forums; synthesize system-level complexity into clear, decision-ready recommendations and make defensible calls in ambiguous situations.

• Partner across quote-to-cash — Deal Governance, Deal Structuring, Finance, Renewals, IT/CPQ, and Sales — so new programs and deal types are designed with operational reality in mind.

• Distinguish keep-the-lights-on work from root-cause fixes, and drive down manual overhead through better process and automation.

• Serve as an escalation point and subject-matter expert for complex, exception-based quoting.

What we're looking for

• 7+ years in deal desk, deal operations, revenue operations, or quote-to-cash, with a strong grasp of CPQ (Salesforce/SFDC) and complex quoting.

• People-management experience, or clear readiness to step into it — you've led work and people through ambiguity and quarter-end pressure.

• Comfort in the grey area — energized, not paralyzed, by problems without a clean playbook; you can make a defensible call and move.

• Strong upward communication — you translate technical, system-level complexity into crisp, decision-ready recommendations for senior leaders.

• A change-driver's instinct — you see the difference between firefighting and fixing the root cause, and you push for the fix.

• Systems-and-process orientation: you understand how upstream decisions ripple through downstream systems (booking, revenue, commissions, forecasting).

• An AI-forward mindset — you actively look for ways to apply AI and automation to reduce manual overhead, and you're eager to build, adopt, and champion new tools that make the operation faster and more accurate.

Nice to have

• Experience in SaaS, subscription, or consumption-based pricing models.

• Exposure to deal governance, revenue recognition concepts, or channel/MSP quoting.

• A track record of building documentation, enablement, or operating processes that outlast you.

• Ability to simplify complex situations and communicate effectively in high-pressure situations/forums.

#LI-KY1

#LI-Remote

US (SF Bay Area, DC Metro, NYC, Seattle) Pay Range

$140,100—$210,100 USD

The minimum and maximum base salaries for this role are posted below; additionally, the role is eligible for bonus potential, equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

US2 (all other US offices/remote) Pay Range

$126,100—$189,900 USD

The minimum and maximum base salaries for this role are posted below; additionally, the role is eligible for bonus potential, equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

Join Us in Securing and Accelerating the World's AI Transformation

Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.

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Inclusion @ Rubrik

At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.

Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.

Our inclusion strategy focuses on three core areas of our business and culture:

• Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.

• Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.

• Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.

Equal Opportunity Employer/Veterans/Disabled

Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, protected veteran status, or any other status protected by applicable law. Rubrik provides equal employment opportunities to employees and applicants in all terms and conditions of employment, including recruiting, hiring, promotion, compensation, training, leave, and termination.

Rubrik provides reasonable accommodations to qualified applicants and employees with disabilities in accordance with applicable law. If you need an accommodation to participate in the application process or to perform your job, please contact [e-mail] . Accommodations may include changes to the application process, documents in an alternate format, a sign language interpreter, or specialized equipment.

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