Senior Manager, Quoting Strategy & Operations

Rubrik; Palo Alto (CA); On-site; USD 173,000 - 260,000; Full time

Job summary

Rubrik is seeking a seasoned leader to own the roadmap and delivery for Quote-to-Cash systems and AI-enabled quoting. You will partner across Sales, Revenue Operations, Finance, IT, and Product to set priorities, drive improvements, and coach a team of analysts and managers.

The role emphasizes governance, data quality, and accelerating seller productivity. You will design and implement scalable quoting solutions, partner on NPI and bundling, and lead change management for global Sales teams

Qualifications

• 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 escalating 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.

Responsibilities

• Own the roadmap and delivery for Quote-to-Cash systems and AI-enabled quoting, in line with GTM strategy and product portfolio expansion.
• Partner with Sales, Revenue Operations, Finance, IT, and Product on priorities and tradeoffs, escalating to leadership where decisions are needed.
• Lead a team of business analysts and operations managers; set clear expectations, coach for growth, and build a culture of accountability and continuous improvement.
• Run and continuously improve the Quote-to-Cash operating model, including processes, data standards, and governance that reduce field friction, improve sales velocity, and ensure quote accuracy.
• Design solutions that support NPI, 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

Skills

Communication

Stakeholder management

Data modeling

Revenue analytics

Business intelligence

AI-enabled quoting

Quoting workflows

Tools

Salesforce CPQ

Job description

About The Team

Our team sits at the center of how Rubrik goes to market. We own the quote-to-cash experience for Sales, Deal Desk, and Finance, from renewals and replacements to approvals and new commercial models. We're building the next generation AI-powered quoting experience that gives reps accurate quotes quickly, without manual cases or guesswork.

About The Team

Our team sits at the center of how Rubrik goes to market. We own the quote-to-cash experience for Sales, Deal Desk, and Finance, from renewals and replacements to approvals and new commercial models. We're building the next generation AI-powered quoting experience that gives reps accurate quotes quickly, without manual cases or guesswork.
We work 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 launch.
We value clear thinking, ownership, and a bias for building things that make the field's job easier. If you like untangling complex systems and shaping how AI changes the way a company sells, you'll feel at home here.

What You'll Do

• Own the roadmap and delivery for Quote-to-Cash systems and AI-enabled quoting, in line with GTM strategy and product portfolio expansion
• Partner with Sales, Revenue Operations, Finance, IT, and Product on priorities and tradeoffs, escalating to leadership where decisions are needed
• Lead a team of business analysts and operations managers; set clear expectations, coach for growth, and build a culture of accountability and continuous improvement
• Run and continuously improve the Quote-to-Cash operating model, including processes, data standards, and governance that reduce field friction, improve sales velocity, and ensure quote accuracy
• Design solutions that support NPI, 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

Experience You'll Need

• 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 escalating 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

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.

US Pay Range

$173,400—$260,200 USD

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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