Job Description

Lightstep is looking for a Commercial Operations Manager to own opportunity pricing and entitlement health. As part of the Revenue Operations team, your mission is to help accelerate revenue growth. You’ll do that by driving pricing discussions that optimize NNACV and win rate. WHAT YOU’LL DO

• Partner with Solution Sales Executives to structure pricing that balances gross margins with expected NNACV
• Own Gross Margins for the Lightstep business unit
• Make recommendations to improve Lightstep’s own CPQ platform, Revo
• Guide Sales teams on Lightstep and ServiceNow standard processes
• Generate or review all order forms with Lightstep products to confirm that correct SKUs, pricing, product ratios, overage rates, and dates are used
• Manage customer entitlements allowing for limits and overages to be calculated correctly
• Reconcile NNACV and CACV at the opportunity and account levels to ensure Lightstep data is correctly reported each quarter
• Own Lightstep’s Net Revenue Retention and Gross Revenue Retention reporting
• Collaborate with Deal Desk, Accounting, and Legal on non-standard opportunities

Qualifications

YOU’D BE A GREAT ADDITION IF...

• You have experience negotiating contracts with customers or vendors
• You’ve developed trust with Sales teams
• You’re proficient with Excel and have advanced analytics skills

BONUS POINTS IF...

• You have prior experience in Revenue/Sales Operations, Deal Desk, Vendor Management, Procurement, or Sales
• You’ve used a configure price quote tool to generate order forms

For positions in California (outside of the Bay Area), we offer a base pay of $to 123,750 to $216,450, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.  Compensation is based on the geographic location in which the role is located, and is subject to change based on work location. For individuals who will be working in the Bay Area, there is a pay enhancement for positions located in that geographical area; please contact your recruiter for additional information.

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.

Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.