Revenue Operations Manager - Quote to Cash (QTC)

About the Opportunity 

We are executing a commercial transformation in our EHS & ESG business unit which sells complex solutions to Fortune 500 companies navigating environmental reporting, process safety, and operational risk. This role owns the Pipeline to Bookings domain: the processes, tools, and governance that take an opportunity from qualified pipeline through close, quoting, and into the installed base. 

Two strategic imperatives make this role uniquely high impact right now. First, we are in the early stages of optimizing our forecasting process and need dedicated ownership to drive adoption and accuracy. Second, we are transitioning our product strategy from point solution sales to an integrated platform with AI orchestration, a shift that has direct implications for how we price, quote, and renew. If you are energized by process complexity and commercial transformation, this role is for you. 

What You Will Own 

Pipeline Governance & Forecast Enablement 

• Govern the opportunity management process, stage definitions, gating criteria, CRM field standards, revenue type classification, and closed-lost taxonomy building on existing frameworks and closing gaps. 

• Own forecast enablement: drive adoption of the forecasting process, improve accuracy by incorporating deal health signals and risk factors, and build the cadence and data hygiene that gives Sales leadership confidence in the number. 

CPQ, Deal Desk & Pricing Infrastructure 

• Design and refine the technology-based Deal Desk workflow across CPQ, CRM, CLM, and ERP in partnership with Business Operations and technical teams. This includes the system logic, routing, and data flow that quoting, approvals, and contracting run on. 

• Own successful adoption of optimized workflow, including training and change management for Deal Desk process in Deal Desk/Business Operations, Sales, and leadership. 

• Own operational design of the price book and product hierarchy in Salesforce CPQ designing a scalable architecture that supports the company’s transition to an integrated platform model and defining the customer migration process to move existing customers from legacy pricing to new structures. 

• Serve as Business Process Owner for all P2B processes within the shared stack (Salesforce, Salesforce CPQ, SAP S/4 HANA), translating business requirements for central IT, owning governance and process adherence, and leading change management across Sales, Finance, and Business Operations. 

Renewals & Revenue Protection 

• Optimize renewals process to streamlined and automated as possible, implementing amendment-based processing, contract consolidation, and proactive workflows that reduce friction and protect incremental revenue. 

• Connect renewals to account hierarchies, contact roles, and decision-maker records in Salesforce to eliminate blind spots at critical renewal moments. 

• Define and track NRR and GRR as core performance metrics, building the operational discipline and reporting infrastructure required to protect and grow the installed base. 

AI, Reporting & Cross-Functional Collaboration 

• Actively leverage AI tools and agents to automate manual processes, surface deal health signals, and reduce administrative burden on Sales and Deal Desk, with a hands-on, curious approach to emerging tools. 

• Partner with central IT to implement reliable P2B reporting; build ad hoc analysis to investigate deal velocity, pipeline health, and forecast variance; lead a regular P2B performance review cadence with Sales leadership. 

• Work with the Business Operations team to drive adoption of quoting, renewal, and revenue recognition processes; collaborate with the Top of Funnel RevOps Manager on clean funnel hand-offs and with the Sales Enablement Manager on GTM motion implementation. 

What We’re Looking For 

Required 

• 5+ years in Revenue Operations or Sales Operations with clear ownership of pipeline management, quoting, or renewals in a B2B environment. 

• Hands-on proficiency with Salesforce CRM and Salesforce CPQ price book management, quoting workflows, and deal structuring in a business process capacity (system administration managed by central IT). 

• Experience owning a renewals process including automation, contract consolidation, and NRR/GRR performance management. 

• Proven ability to govern pipeline processes, enable forecasting adoption, and drive CRM data quality across a sales organization. 

• Experience owning technology-based Deal Desk workflows across CPQ, CRM, CLM, or ERP systems — including cross-functional workflow refinement and change management for process improvements distinct from hands-on deal execution. 

• Proven Business Process Owner in a matrixed organization influencing without authority, driving change management, and holding teams accountable. 

• Appetite and aptitude for AI tools and agents: hands-on experience or a clear track record of rapidly adopting emerging tools to improve operational efficiency. 

• Comfortable building structure in ambiguity doesn’t wait for perfect conditions to move. 

Preferred 

• Experience with Clari for forecasting and pipeline inspection. 

• Familiarity with ERP-to-CRM integration, understanding how ERP data flows inform CPQ configuration, revenue recognition, and financial reporting alignment. 

• Experience with Salesforce Revenue Cloud, an emerging platform with limited market adoption; exposure or genuine curiosity is a meaningful differentiator. 

• Experience managing pricing model migrations or customer transitions to new commercial structures. 

• Background in complex enterprise B2B with long sales cycles, mixed subscription and professional services revenue, and multi-stakeholder buying committees. 

• Exposure to EHS, ESG, sustainability, or industrial/process safety software markets. 

Why This Role, Why Now 

The Pipeline to Bookings domain sits at the intersection of our most urgent priorities: improving forecast reliability, enabling a product strategy shift that changes how we price and sell, and protecting the renewal revenue that funds our growth. Four RevOps roles are being hired concurrently, this is a team being built, not a backfill, with executive sponsorship and a clear mandate to transform. 

This role is part of a newly formed Revenue Operations function within the EHS & ESG Business Unit, built to support a comprehensive commercial transformation.

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation:

Compensation range listed is based on primary location of the position.  Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process. 

Additional Information:

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.