Revenue Operations Analyst, CPQ

Skydio, Inc.; San Mateo (CA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Stock options

Health insurance

401K savings plan

Relocation assistance may be provided

Job summary

Skydio, a leading US drone company, seeks an experienced CPQ Analyst to optimize the quote-to-order process within Revenue Operations. You will own end-to-end quoting workflows, amendments, and order handoffs to ERP systems, partnering with Finance and Product Ops to reflect approved pricing and item data in Salesforce.

The role requires 5–8+ years in Revenue Operations/CPQ with hands-on configuration and program management, plus familiarity with Salesforce CPQ, DealHub, NetSuite, Arena, and

Qualifications

• 5–8+ years in Revenue Operations / Quote-to-Order / CPQ with hands-on configuration and program management.
• Design/rollout experience across hardware, SaaS, usage and services and channel quoting/deal reg.
• Strong understanding of amendments, co-terming, revenue considerations, and ERP handoff patterns.
• Excellent stakeholder management and change-management chops; clear writer and facilitator.
• Certifications preferred: Salesforce Admin and/or Salesforce CPQ Specialist or DealHub certs; PMP/Scrum Master.

Responsibilities

• Build and oversee the Quote-to-Order roadmap across Salesforce CPQ, DealHub, Conga CLM, and NetSuite.
• Translate business rules into CPQ/CLM designs (bundles, rules, price books, discount schedules).
• Lead cross-functional working groups (Sales, Deal Desk, Product Ops, Finance, Legal).
• Own testing (UAT), documentation, and enablement (guides, videos, office hours).
• Monitor quote health and drive fixes through backlog and priorities.

Skills

CPQ configuration

Program management

Salesforce CPQ

DealHub

Cross-functional leadership

ERP integration

SQL analytics

Tools

Salesforce

DealHub

NetSuite

Arena

Conga CLM

Job description

San Mateo, California, United States- Full-time

Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial mobility. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, operational excellence, and customer obsession to empower a broader, more diverse audience of drone users, from utility inspectors to first responders , soldiers in battlefield scenarios , and beyond .

About the Role:

Skydio is seeking an experienced and driven CPQ Analyst to join our Revenue Operations team. In this role, you will be responsible for implementing and optimizing impactful processes and systems in the Quote to Order phase of the sales cycle. You will work closely with cross-functional teams to identify areas for improvement, streamline operations, and drive revenue growth. In addition to having deep expertise in Skydio’s tech stack, this role will require strong program management skills and the ability to proactively solve complex and ambiguous problems.

What you’ll drive (scope):

Quoting & approvals: Own the end-to-end quoting experience and system-based pricing/discount approval workflows across direct and channel motions.

Amendments & changes: Define and operationalize amendment paths (co-term/extend/expand/swap/returns) across hardware, SaaS, usage, and services.

Catalog readiness: Ensure products/SKUs are quotable in Salesforce with correct selling attributes, bundles, price book mappings, and provisioning flags.

Order handoff: Orchestrate clean, automated handoff to NetSuite for order creation.

Channel & deal reg: Enable partner quoting, margins, special price agreements, and deal registration flows.

Change management: Own release planning, UAT, comms, training, and documentation; drive adoption and adherence.

Ownership boundaries: This role does not set pricing and does not own product masters in NetSuite/Arena. You partner with Finance and Product Ops/Product Marketing to reflect approved pricing and item data in Salesforce for quoting.

Day-to-day responsibilities:

Build and run the Quote to Order roadmap spanning Salesforce, Salesforce CPQ & DealHub, Conga CLM, and NetSuite

Translate business rules into CPQ/CLM designs (bundles, rules, price books, discount schedules, templates).

Lead cross-functional working groups (Sales, Deal Desk, Product Ops/Product Marketing, Systems Engineering, Finance/Accounting, Legal/Legal Ops, Manufacturing/Fulfillment).

Own testing (UAT), documentation, and enablement (guides, videos, office hours).

Monitor health (quote accuracy, order fallout, approval turnaround) and drive fixes through backlog/priorities.

Tech stack you’ll work with:

CRM/CPQ: Salesforce; Salesforce CPQ and DealHub

ERP: NetSuite

PLM: Arena

What you’ll bring:

5–8+ years in Revenue Operations / Quote-to-Order / CPQ, with hands‑on configuration plus program management experience.

Proven design/rollout experience across hardware + SaaS + usage + services and channel quoting/deal reg.

Strong understanding of amendments, co-terming, revenue considerations, and order handoff patterns to ERP.

Excellent stakeholder management and change-management chops; clear writer and facilitator.

Certifications preferred: Salesforce Admin and/or Salesforce CPQ Specialist or DealHub certs; PMP/Scrum Master. (SQL/analytics, CLM, and NetSuite exposure are nice‑to‑haves.)

Reporting & Working Model:

Reports to: Director of Revenue Operations

Team: Individual contributor at start; heavy cross‑functional influence

Location: Remote or Onsite in San Mateo, CA (no travel expected)

Compensation:

At Skydio, our compensation packages for regular, full‑time employees include competitive base salaries, equity in the form of stock options, and comprehensive benefits packages. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. Relocation assistance may also be provided for eligible roles. The annual base salary range for this position is $120,000 - $180,000*. Fundamentally, we believe that equity is the key to long‑term financial growth, and we ensure all regular, full‑time employees have the opportunity to significantly benefit from the company's success. Regular, full‑time employees are eligible to enroll in the Company’s group health insurance plans.

• Paid vacation time
• sick leave
• holiday pay
• 401K savings plan
• Relocation assistance may also be provided for eligible roles.

*Compensation for certain positions may vary based on the position’s location.

At Skydio we believe that diversity drives innovation. We have created a multidisciplinary environment that embraces the power of diverse perspectives to create elegant solutions for complex problems. We are committed to growing our network of people, programs, and resources to nurture an inclusive culture.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or other characteristics protected by federal, state or local anti‑discrimination laws.

For positions located in the United States of America, Skydio, Inc. uses E‑Verify to confirm employment eligibility. To learn more about E‑Verify, including your rights and responsibilities, please visit https://www.e-verify.gov/

U.S. EQUAL EMPLOYMENT OPPORTUNITY INFORMATION:

Skydio provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other classification protected by applicable law.

Skydio is a federal contractor or subcontractor subject to certain governmental recordkeeping and reporting requirements for the administration of civil rights laws and regulations. Employment decisions are made on the basis of job‑related criteria without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, marital status, age, genetic information, national origin, disability, protected veteran status, or any other classification protected by applicable law.

We invite all applicants to voluntarily self‑identify their race, ethnicity, and gender. Submission of the information on this form is strictly voluntary and refusal to provide it will not subject you to any adverse treatment. Information obtained will be retained in a confidential file and separate from personnel records. This information may only be used in accordance with the provision of applicable federal laws, executive orders, and regulations. If you want more information about any of the sections, please check with a company representative.

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