Senior Order Operations Analyst

Dragos, Inc.; United States; Remote; USD 97,000 - 119,000; Full time

Job summary

Dragos, Inc. is seeking a Senior Order Operations Business Partner to lead the end-to-end quote-to-cash process in a remote-first, cross-functional SaaS environment. You will work with Sales, Finance, and Legal to create accurate quotes, manage pricing approvals, and ensure clean handoffs to Revenue Operations.

The role focuses on revenue integrity, accelerating deals, and delivering a seamless customer experience through robust governance and data integrity across Salesforce and NetSuite.

Qualifications

• Experience with deal desk, order operations, or revenue operations in a SaaS environment.
• Strong knowledge of Salesforce CPQ, NetSuite, and Clari.
• Understanding renewal management, revenue recognition, pricing structures, and contract governance.
• Excellent analytical and problem-solving skills.
• Ability to interpret pricing and approval workflows and work with multiple stakeholders.

Responsibilities

• Interpret pricing and governance policies to accommodate unique customer needs and advise on complex deal structures.
• Own quote creation in Salesforce CPQ with accurate product configuration and pricing.
• Manage discounting and pricing governance ensuring approvals are logged in Salesforce.
• Support renewal quotes in Salesforce CPQ ensuring ARR, continuity, term dates, and uplift policy compliance.
• Support co-terming, upsells, partial renewals, and amendment scenarios.
• Flag churn risks and collaborate with Sales/Customer Success.

Skills

Salesforce CPQ

NetSuite

Clari

Pricing governance

Renewal management

Data integrity

Job description

At Dragos, the mission is personal. The systems we protect deliver the water you drink, power your home, and keep the hospitals your community depends on running. Those critical infrastructure systems that power our civilization around the world are under attack every day by adversaries. When those systems fail, people are immediately at risk. We are the global leader in xOT cybersecurity, combining technology, threat intelligence, and expert services. The people here chose this work because they understand what is at stake. Here, you will find a remote-first mission-driven team across North America, Europe, the Middle East, and APAC built on authenticity, transparency, and trust. If safeguarding the systems that protect your family, friends, and community is the kind of work that matters to you, you are in the right place.

About The Role

We are seeking a dynamic and detail-oriented Senior Order Operations Business Partner to support the end-to-end quote-to-cash process, from deal structuring through order validation and renewals management. In this highly cross-functional role, you’ll partner closely with Sales, Finance, and Legal to create accurate Salesforce CPQ quotes, manage pricing and approvals, audit contracts, and ensure clean order handoffs to Revenue Operations. You’ll play a critical role in protecting revenue integrity, driving deal velocity, and ensuring a seamless customer experience. This is an exciting opportunity to join a fast-paced SaaS environment, influence strategic deals, and optimize processes that directly impact company growth.

Responsibilities

• Interpret pricing and governance policies to accommodate unique customer needs, and advise on complex or nonstandard deal structures, weighing competing priorities to recommend solutions that balance customer needs with company objectives.
• Own quote creation in Salesforce CPQ, ensuring accurate product configuration, pricing, and subscription alignment.
• Manage discounting and pricing governance to ensure consistency and financial health, acting as liaison between Sales, Finance, and Legal and ensuring all approvals (discounting, renewals, non-standard terms) are logged and tracked in Salesforce.
• Support creation and validation of renewal quotes in Salesforce CPQ, ensuring accuracy (ARR, product continuity, term dates) and compliance with uplift/discount policy.
• Support co-terming, upsells, partial renewals, and amendment scenarios.
• Proactively flag churn risks or exceptions and collaborate with Sales/Customer Success.
• Review opportunities for accuracy and completeness, ensuring compliance with pricing, SKUs, and customer agreements, and confirming that opportunity, quote, order, and contract align.
• Validate supporting documentation (contracts, signatures, approvals) and renewal language, ensuring correct terms carry forward.
• Oversee data integrity in Salesforce and its accurate transfer to NetSuite, ensuring closed-won opportunities and orders are audit-ready before handoff to Billing/RevOps.
• Reduce rework and customer friction by catching errors before signature.
• Ensure sales orders and renewals align with revenue recognition policies, and identify and resolve revenue-related discrepancies (e.g., contract modifications, refunds, credits).
• Support the financial audit process by maintaining data integrity and internal controls.
• Recommend improvements to quote-to-cash and renewal management processes, and share insights with Sales, Finance, and Legal to improve deal and renewal structuring.
• Assist with system integrations, automation initiatives, and special projects.
• Maintain confidentiality of sensitive financial and customer data.

Qualifications

• 3+ years of experience in Deal Desk, Order Operations, Revenue Operations, or a similar role.
• Strong knowledge of Salesforce CPQ, NetSuite, Clari, and quote-to-cash processes.
• Understanding of renewal management, revenue recognition principles, pricing structures, and contract governance.
• Excellent analytical, problem-solving, and decision-making skills.
• Strong ability to interpret and apply pricing and approval workflows.
• Effective communication skills with the ability to tailor messaging for different stakeholders.
• Ability to work independently in a fast-paced environment while managing competing priorities.
• Demonstrated ability to develop process improvements and enhance operational efficiency.

Compensation

• Salary: $108,000
• Competitive Equity Package
• Comprehensive Benefits Plan

Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.