Manager, Deal Pursuit

2 weeks ago

Melbourne, Australia Rapid7 Full time

As a Deal Operations Manager, you will manage a Deal Operations team who is responsible for assisting our sales and customer success teams, within Rapid7’s proposal to cash process. The team utilizes NetSuite (ERP+CRM), Salesforce (CRM), and Zendesk (ticketing) to assist Go-To-Customer teams by building complex or non-standard quotes that deliver customers an excellent procurement experience while adhering to our pricing, quoting, and booking policies. The team is also responsible for guiding our account teams on deal structures that will maximize revenue while also addressing the complex details involved in Rapid7’s non-standard contracting process. Ultimately, it’s our Deal Operations team’s responsibility to ensure deals are correctly constructed to address the intricacies of our contracting process so that the deal cycle can be completed promptly.

**About the Team**

The Deal Operations team performs Rapid7’s global deal desk function. The team supports our Go-To-Customer teams by assisting with high-value, commercial, and non-standard deals throughout the sales cycle and by helping teams navigate internal processes. Additionally, the Deal Operations team works cross-functionally to operationalize the roll out of pricing and packaging initiatives in a way that supports the growth of the business as we scale.

**About the Role**

As a Deal Operations Manager, you will Manage a Deal Operations team and your responsibilities will include hiring, onboarding, & the development of team members. You will serve as a primary advisor to both Rapid7’s account teams and Deal Operations team on complex, non-standard, and enterprise deal support requests, advising the teams on alternative contract options, and/or value propositioning to help drive deal closures.

**In this role, you will**:

- Advise on business policies impacting deal structures, acts as point of escalation, and approve exceptions as necessary
- Collaborate with impacted parties to identify acceptable options to facilitate deal closure and to resolve post booking deal issues. This will include teaming with Proposals, Order Management, Finance, Legal, and other Operations teams
- Review, approve, and/or reject quotes with a high attention to detail regarding knowledge of Rapid7’s product offerings, contract language, and internal business policies
- Develop and drives initiatives to improve Deal Operations productivity, establish/revise company policies, and simplify processes throughout Deal Operations and the Sales Organization
- Monitor Quote To Cash system functionality constraints & analyze the impact on the deal cycle to inform IT Backlog prioritization
- Document common deal structure requests & explore implications to help inform sales strategy decisions
- Review Deal Operations process documentation and oversee the creation of enablement materials for Proposal to Cash teams and Go-To-Customer teams

**The skills you’ll bring include**:

- 6-8 years of experience in a deal desk, order management, sales operations, or business operations role with 2+ years of experience as a people manager
- Excellent analytical skills with a high attention to detail.
- Independent/flexible problem-solving skills with ability to positively cope with change
- Exceptional organizational skills, customer focused, and ability to meet tight deadlines
- Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
- Excellent communicator and open to feedback
- Proficiency in gSuite, Salesforce, Netsuite, and/or Zendesk a plus

**About Rapid7**

Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We’re on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.

With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.

**#LI-SM1

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