Senior Manager, Quoting Strategy & Operations

Rubrik•Palo Alto, CA

About The Position

Rubrik’s Quoting Strategy & Operations team owns the quote-to-cash experience for Sales, Deal Desk, and Finance, spanning renewals, replacements, approvals, and new commercial models. The team is building an AI-powered quoting experience that helps sales representatives generate accurate quotes quickly, while working across Sales Operations, Deal Desk, Finance, Product, and IT to turn complex business needs into requirements, roadmaps, and delivered capabilities. The Senior Manager owns the roadmap and delivery of quote-to-cash systems and AI-enabled quoting in alignment with go-to-market strategy and product expansion. The role leads a team of business analysts and operations managers, improves the quote-to-cash operating model, and works with cross-functional and senior stakeholders to make quoting more accurate, efficient, and easier for the field. It also evaluates emerging AI capabilities, oversees pilots and implementations, establishes appropriate automation guardrails, and leads change management for global Sales and Operations teams.

Requirements

8 or more 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, with the ability to translate pricing strategies, business models, and go-to-market motions into scalable quoting solutions.
Hands-on experience applying AI and automation to quoting and deal workflows, such as AI-assisted or agentic quoting, and a practical understanding of where AI adds value and where human control is needed.
Working knowledge of quoting and commercial systems, such as Salesforce CPQ, and the ability to guide solution design and hold technical partners to best practices.
Proven track record delivering large systems and process programs across Sales, Finance, Legal, IT, and Product.
Strong communication and stakeholder-management skills, including the ability to influence senior leaders, synthesize complexity into clear recommendations, and escalate decisions effectively.
4 or more 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.

Nice To Haves

Experience with master data management, pricing governance, and revenue recognition considerations in a SaaS or subscription business.

Responsibilities

Own the roadmap and delivery for Quote-to-Cash systems and AI-enabled quoting, aligned with go-to-market strategy and product portfolio expansion.
Partner with Sales, Revenue Operations, Finance, IT, and Product on priorities and tradeoffs, escalating decisions to leadership when needed.
Lead business analysts and operations managers by setting expectations, coaching for growth, and fostering accountability and continuous improvement.
Run and improve the Quote-to-Cash operating model, including processes, data standards, and governance, to reduce field friction, improve sales velocity, and ensure quote accuracy.
Design solutions for new product introductions, bundling, and commercial innovation that support faster launches without compromising operational integrity.
Partner with Sales and go-to-market leaders to deliver improvements that increase seller productivity, shorten deal cycles, and improve the quoting experience.
Own performance reporting, including KPIs and dashboards covering quote health, adoption, and operational efficiency.
Evaluate emerging capabilities, including AI-enabled quoting; develop business cases, recommend and lead pilots and implementations, and propose guardrails for automation versus 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.