Revenue Operations Manager

Kion•Columbia, MD

3d•Remote

About The Position

As the Revenue Operations Manager for Kion, you are the person who gets deals across the line. You own the deal desk, first-pass contract review, quotes and order forms, the weekly forecast, and the handoff from sales into delivery. You are the human our reps come to when a deal does not fit the standard shape, and the person leadership trusts to tell them what the pipeline actually looks like. This is deliberately not a Salesforce administration job. Our platform work sits with an outsourced RevOps partner. You decide what the systems should do and write the specs they build against.

Requirements

4+ years in deal desk, revenue operations, sales operations, or contract management at a B2B SaaS company.
Direct ownership of a deal desk or deal approval process, including pricing approvals, discount authority, and non-standard terms.
First-pass contract review experience. Comfortable redlining customer paper and confident about what needs to escalate to counsel.
Experience assembling a forecast and holding sales reps to accurate commit data, including when they push back.
Working fluency in Salesforce. You can build reports, read an object model, and write a clear change request. You do not need to have administered or architected the platform.
Experience directing an external vendor, agency, or contractor against a written scope.
Track record operating with high autonomy at a small or lean company, rather than as one specialist inside a large ops team.
Strong cross-functional communication. You can tell a rep no, explain why, and make it stick without formal authority over them.
Working familiarity with federal procurement. You understand how buying through GSA schedules, distributors and cloud marketplaces differs from a commercial deal, and what that changes in pricing and paper. You do not need to be an expert, but you should not be starting from zero.

Nice To Haves

Direct experience with GSA schedule pricing, distributor or reseller channels such as Carahsoft, or cloud marketplace transactions.
Salesforce administration or configuration experience.
Experience working alongside an outsourced RevOps or Salesforce partner.
CPQ implementation or administration.
Familiarity with revenue recognition principles and how contract structure drives them.
SQL and BI tool experience (Tableau, Hex, Looker, or similar).
Experience using AI tooling to automate operational workflows.
Background at a cloud infrastructure, FinOps, or IT governance company.
Experience in a fully remote company environment.

Responsibilities

Own the deal desk. Review pricing, approve or escalate discounts and non-standard terms, and hold the approval process against a fast-moving sales team.
Run first-pass contract review and redlines on customer paper. Work our standard positions independently and know precisely when something needs to go to counsel.
Assemble the weekly forecast. Scrub commits, chase reps for accurate data, and build the number Sales leadership and the COO present.
Generate quotes and order forms, and check the paper against what was actually sold.
Own the pre-sales to post-sales handoff, including guided evaluations and onboarding kickoff, and confirm that purchased licenses and professional services are delivered and invoiced.
Own the booking handoff into Finance and the accuracy of everything that gets passed over.
Own the CRM data model and the process definitions behind it. What a stage means, what we track, and what we refuse to track.
Direct our outsourced RevOps partner. Write the specs they build against, triage intake, and hold them to scope and SLA.
Act on AI-generated pipeline hygiene and win-loss analysis. Detection is automated. Chasing the rep and deciding what it means is not.
Serve as the systems and process advisor to Sales, Marketing, Delivery, and Finance leadership.
Own lead-to-opportunity hygiene at the top of the funnel, including conversion accuracy, first meetings booked, and lead source integrity.
Support large marketing programs end to end, from lead import through rep assignment to measurement.
Define the dashboards that measure GTM program investment and return, and spec them for the outsourced partner to build.
Own the systems side of GTM changes. Territory assignments, sales stage definitions, direct versus partner, and commercial versus federal all require coordinated updates across our systems.