Senior Order Operations Analyst

Dragos

3d•Remote

About The Position

Dragos is seeking a detail-oriented Senior Order Operations Business Partner to support the end-to-end quote-to-cash process, including deal structuring, order validation, and renewals management. The role partners 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. It contributes to revenue integrity, deal velocity, customer experience, and process improvement in a fast-paced SaaS environment. Dragos is a remote-first, mission-driven cybersecurity company focused on protecting critical infrastructure. The role requires maintaining confidentiality of sensitive financial and customer data. Compensation is a salary of $108,000, a competitive equity package, and a comprehensive benefits plan. All new hires must pass a background check.

Requirements

At least 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, including 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.

Responsibilities

Interpret pricing and governance policies for unique customer needs, advise on complex or nonstandard deal structures, and recommend solutions that balance customer needs with company objectives.
Create quotes in Salesforce CPQ, ensuring accurate product configuration, pricing, and subscription alignment.
Manage discounting and pricing governance and liaise between Sales, Finance, and Legal; ensure discount, renewal, and nonstandard-term approvals are logged and tracked in Salesforce.
Support the creation and validation of renewal quotes in Salesforce CPQ, confirming ARR, product continuity, term dates, and compliance with uplift and discount policies.
Support co-terming, upsells, partial renewals, and amendment scenarios.
Flag churn risks or exceptions and collaborate with Sales and Customer Success.
Review opportunities for accuracy and completeness, ensuring compliance with pricing, SKUs, and customer agreements and alignment among opportunities, quotes, orders, and contracts.
Validate supporting documentation, including contracts, signatures, approvals, and renewal language, and ensure correct terms carry forward.
Oversee Salesforce data integrity and accurate transfer to NetSuite; ensure closed-won opportunities and orders are audit-ready before handoff to Billing or Revenue Operations.
Catch errors before signature to reduce rework and customer friction.
Ensure sales orders and renewals align with revenue recognition policies and identify and resolve revenue-related discrepancies, such as contract modifications, refunds, and credits.
Support financial audits 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.
Assist with system integrations, automation initiatives, and special projects.
Maintain confidentiality of sensitive financial and customer data.