Manager, Sales Operations

Aderant North America, Inc.; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Aderant North America, Inc. is seeking a Sales Operation Manager to lead the quoting function, optimize CPQ processes, and ensure go-to-market standards across Sales, Marketing, Product, and Finance. You will manage a high-throughput team and drive faster, more accurate deals.

The role requires 4+ years in Deal Desk or Sales Ops, CPQ experience, and strong Excel skills. Collaboration across functions and a track record of process improvements are essential for success.

Qualifications

• 4+ years of experience in Deal Desk, Sales Operations, Quoting, or similar roles in B2B SaaS.
• 1+ years of people management experience or readiness for first management role.
• Hands-on experience with CPQ platforms (Salesforce CPQ or equivalent) for config, testing, troubleshooting.
• Strong Excel skills; able to build or maintain pricing calculators.
• Experience working cross-functionally with Sales, Finance, Product/Marketing teams.
• Excellent attention to detail; acts as the last check before customers see quotes.
• Clear, calm communicator capable of managing competing priorities under pressure.

Responsibilities

• Lead and develop a small team; set priorities, review workload, ensure SLAs.
• Mentor on complex or non-standard quotes; assist reps with escalations.
• Own hiring, onboarding, and performance management for the team.
• Oversee creation and accuracy of quotes, pricing calculators, and proposals.
• Partner with IT/Systems for CPQ testing; manage enhancements and releases.

Skills

Deal Desk ops

People leadership

Cross-functional collab

Excel advanced

Tools

Salesforce CPQ

Job description

Aderant is a global industry leading software company providing comprehensive business management solutions for law firms and other professional services organizations with a mission to help them run a better business. We are motivated by a collective desire to drive the legal industry to the forefront of innovation. With over 2,500 clients around the world, including 95 of the top AmLaw 100 firms, we are changing the outside perception of the legal sphere; where there was once resistance to modernization, we are creating a culture that embraces new ideas and technology. At Aderant, the “A” is more than just a letter. It is a representation of how we fulfill our foundational purpose, serving our clients. It embodies our core values and reminds us that to achieve success, every day must start with the “A”. We bring the “A” to life by fostering a culture of innovation, collaboration, and personal growth. We encourage our diverse teams to bring their whole selves to work – ideas, experience, and passion – to drive our mission forward. Our people are our strength.

About the Role

We're hiring a Sales Operation Manager to lead the team responsible for quote creation, pricing calculators, and proposal generation across our sales organization. This role owns the day-to-day execution of our quoting function while also driving improvements to our CPQ platform, ensuring compliance across product lines, and acting as the connective tissue between Sales, Marketing, Product, Finance, and Business Systems on go-to-market process standards. You'll manage a small, high-throughput team supporting a fast-moving sales org — balancing hands‑on people leadership with strategic ownership of the tools and processes that make deals move faster and more accurately.

What You'll Do

Team Leadership

• Manage and develop a team of analysts setting priorities, reviewing workload, and ensuring consistent SLAs on quote and proposal turnaround
• Coach the team on complex or non-standard quoting scenarios; serve as the escalation point when reps need faster or more senior support
• Own hiring, onboarding, and performance management for the team

Quoting, Calculators & Proposals

• Oversee the creation and accuracy of sales quotes, pricing/migration calculators, and customer‑facing proposals
• Set quality standards and review processes for calculator logic and proposal content to reduce errors and rework
• Identify recurring quote/proposal issues and drive fixes upstream (templates, pricing logic, CPQ configuration)

CPQ Ownership & Improvement

• Act as the business‑side owner of CPQ testing, diagnosing configuration issues, and advising on fixes with IT/Systems teams
• Prioritize and track CPQ enhancement requests based on impact to deal velocity and rep experience
• Partner with IT on UAT for CPQ releases, patches, and new pricing model rollouts

Ad Hoc & Rep Support

• Ensure the team is responsive to ad hoc requests from sales reps without sacrificing quality or SLAs
• Build self‑serve resources (FAQs, templates, guides) to reduce repetitive ad hoc volume over time

Cross‑Functional Process

• Partner with Sales, Marketing, Product, Finance, and Business Systems to standardize GTM processes tied to quoting, pricing, and proposals
• Represent the quoting function in cross‑functional planning (new product launches, pricing changes, packaging updates)
• Bring data and trends from the quoting queue to inform broader GTM decisions

What We’re Looking For

• 4+ years of experience in Deal Desk, Sales Operations, Quoting, or Quote‑to‑Cash roles, ideally in B2B SaaS
• 1+ years of people management experience, or demonstrated readiness to step into a first management role
• Hands‑on experience with CPQ platforms (Salesforce CPQ, or similar) — configuration, testing, and troubleshooting
• Strong Excel skills; comfort building or maintaining pricing calculators
• Experience working cross‑functionally with Sales, Business Systems, Finance, and Product/Marketing teams
• Excellent attention to detail — this team is the last line of accuracy before deals reach customers
• Clear, calm communicator who can manage competing priorities and rep escalations under time pressure

What Success Looks Like in the First 6 Months

• Team SLAs for quote/proposal turnaround are consistently met or improved
• A prioritized CPQ improvement roadmap is in place, with quick wins already shipped
• Cross‑functional partners (Sales, Business Systems, Product, Finance) view the team as a proactive partner, not just a quoting queue

Aderant is a global industry leading software company providing comprehensive business management solutions for law firms and other professional services organizations with a mission to help them run a better business. We are motivated by a collective desire to drive the legal industry to the forefront of innovation. With over 2,500 clients around the world, including 95 of the top AmLaw 100 firms, we are changing the outside perception of the legal sphere; where there was once resistance to modernization, we are creating a culture that embraces new ideas and technology. At Aderant, the “A” is more than just a letter. It is a representation of how we fulfill our foundational purpose, serving our clients. It embodies our core values and reminds us that to achieve success, every day must start with the “A”. We bring the “A” to life by fostering a culture of innovation, collaboration, and personal growth. We encourage our diverse teams to bring their whole selves to work – ideas, experience, and passion – to drive our mission forward. Our people are our strength.