Director, Deal Operations

Curriculum Associates

4d

About The Position

At Curriculum Associates, we believe in the potential of every child and are changing the face of education technology with award-winning learning programs like i-Ready that serve a third of the nation’s K–8 students. For more than 50 years, our commitment to making classrooms better places, serving educators, and supporting accessible learning experiences for all students has driven the continuous improvement of our innovative programs. Our team of more than 2,500 employees is composed of lifelong learners who stand behind this mission, working tirelessly to serve the educational community with world-class programs and support every day. The Director, Deal Operations leads the global Deal Operations team in the U.S. and India, and is the senior owner of pricing, quoting, and deal-structure operations that take opportunities from sales-ready through to a purchase order. The Director is a cross-functional partner to Sales, Bids/RFPs, Legal, Government Relations, Business Systems, IT, Customer Service and other stakeholders to ensure accurate, compliant, and scalable pricing and quoting processes as products and pricing evolve. The impact you'll have: Leadership and People Management Lead, coach, and develop a team of people managers and individual contributors across multiple geographies (US and India). Own staffing, coverage modeling (including follow-the-sun support), performance management, and career development for Deal Operations. Promote an inclusive, collaborative and high-performing team culture. Represent Deal Operations and pricing expertise in executive and cross-functional forums. Strategic Pricing and Policy Lead the annual pricing exercise across the product portfolio and manage implementation of price changes with sales and executive leadership. Partner with Bids/RFPs, Legal, Government Relations, Sales, Customer Service, Accounting, Business Systems and IT on complex pricing, proposals, state adoptions and bids. Create and maintain processes and approval gates for exceptions to standard pricing and payment terms. Manage complex, high-dollar, or strategic deals and ensure operational readiness for fulfillment and billing. Quoting Platform Partnership and Ongoing Ownership Partner broadly across the organization to maintain and evolve quoting capabilities and configuration engines. Translate district/education pricing requirements (adoptions, bids/RFPs, pilot pricing, multi-year deals, site licensing, district terms) into product and technical requirements for quoting/configuration tools. Serve as the business owner and cross-functional driver for quoting-related workstreams, coordinating with Business Systems, IT, Sales Ops, Implementation/Professional Services, Legal and Customer Service. Lead change management, training, and communication plans to ensure adoption and accurate quoting by Sales. Oversee ongoing governance and continuous improvement of quoting processes and configurations. Operations, Reporting, and Process Improvement Monitor quote queues and approvals, ensuring SLA adherence and accurate handoff to Customer Service/Order Fulfillment. Build dashboards and KPIs to measure quoting accuracy, time-to-quote, approval volumes, pricing leakage, and adoption of new quoting processes/tools. Continuously improve deal processes and internal tooling to increase efficiency and reduce risk. Drive and document requirements for integrations, data migration, and reconciliation between quoting and order/billing systems.

Requirements

• Hands-on experience with quoting tools/CPQ within the Education (K–12/district/state adoption) sector.
• Experience must include working with Salesforce CPQ or another sophisticated quoting engine.
• Deep understanding of district pricing, state curriculum adoption pricing, bid/RFP pricing structures and procurement cycles.
• Proven track record of leading the transformation or implementation of a quoting configuration tool.
• Strong Salesforce experience and familiarity with CPQ configuration and Salesforce integrations.
• Excellent cross-functional stakeholder management and executive communication skills.
• Strong project and program management skills, including experience with vendor evaluation and contract negotiations.
• Data-driven mindset: ability to analyze quoting/pricing data and create actionable reporting.
• Strong Excel modeling skills for deal scenarios and pricing analyses.
• Experience building training programs and adoption plans at scale.
• Exceptional attention to detail, critical thinking, and problem solving.
• Demonstrated people leadership experience managing global teams.
• Comfortable working in a fast-paced environment with changing priorities and a growth mindset.
• Bachelor’s degree or equivalent work experience.
• 7+ years of high-performing experience in Deal Operations, Sales Operations, or Pricing Operations.
• 2–3+ years of experience directly managing a high-performing, global team (managers and ICs) across multiple geographies.
• Prior work in the Education industry (K–12 / district / state), with direct experience managing or implementing quoting/pricing tools (Salesforce CPQ or equivalent).
• Demonstrated experience with quoting for bids/RFPs, state adoptions and district procurement processes.
• Demonstrated experience leading a quoting tool transformation or large quoting/configuration implementation (as described above).

Responsibilities

• Lead, coach, and develop a team of people managers and individual contributors across multiple geographies (US and India).
• Own staffing, coverage modeling (including follow-the-sun support), performance management, and career development for Deal Operations.
• Promote an inclusive, collaborative and high-performing team culture.
• Represent Deal Operations and pricing expertise in executive and cross-functional forums.
• Lead the annual pricing exercise across the product portfolio and manage implementation of price changes with sales and executive leadership.
• Partner with Bids/RFPs, Legal, Government Relations, Sales, Customer Service, Accounting, Business Systems and IT on complex pricing, proposals, state adoptions and bids.
• Create and maintain processes and approval gates for exceptions to standard pricing and payment terms.
• Manage complex, high-dollar, or strategic deals and ensure operational readiness for fulfillment and billing.
• Partner broadly across the organization to maintain and evolve quoting capabilities and configuration engines.
• Translate district/education pricing requirements (adoptions, bids/RFPs, pilot pricing, multi-year deals, site licensing, district terms) into product and technical requirements for quoting/configuration tools.
• Serve as the business owner and cross-functional driver for quoting-related workstreams, coordinating with Business Systems, IT, Sales Ops, Implementation/Professional Services, Legal and Customer Service.
• Lead change management, training, and communication plans to ensure adoption and accurate quoting by Sales.
• Oversee ongoing governance and continuous improvement of quoting processes and configurations.
• Monitor quote queues and approvals, ensuring SLA adherence and accurate handoff to Customer Service/Order Fulfillment.
• Build dashboards and KPIs to measure quoting accuracy, time-to-quote, approval volumes, pricing leakage, and adoption of new quoting processes/tools.
• Continuously improve deal processes and internal tooling to increase efficiency and reduce risk.
• Drive and document requirements for integrations, data migration, and reconciliation between quoting and order/billing systems.

Benefits

• Benefit eligible employees (and their families) are covered by medical, dental, vision, and basic life insurance.
• Employees can enroll in our company’s 401k plan and receive an employer match.
• Employees have access to a flexible vacation and sick policy in addition to twelve paid holidays and a winter office closure between Christmas and New Year's, as well as a number of additional perks and benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Director