Quoting Optimization Lead

Job Title: Quoting Optimization Lead

Duration: 3+ Months

Team: Product Operations (CPQ & NPI Operations)

Location: Palo Alto, CA (Hybrid)

Reports to: Director, CPQ & NPI Operations

Quoting Optimization Lead Contractor

What you'll do

Diagnose policy & rule-driven quoting friction

• Review current quoting policies, rules, and guardrails (discount floors, uplifts, approval thresholds, packaging, deal-structuring and exception rules) and identify where they slow deals down or create workarounds.
• Gather needs and pain points from Sales, Deal Desk, Finance, Renewals, and Product to understand where and why quoting breaks down.
• Prioritize the highest-friction policies and rules for change based on impact and effort.

Drive policy conversations & alignment

• Facilitate cross-functional discussions to challenge, refine, and align on quoting policies and rules.
• Broker trade-offs between speed, control, and commercial risk bringing the business judgment to land decisions, not just document them.
• Secure sign-off from the right stakeholders and owners so changes stick.

Translate decisions into system changes

• Convert aligned policy decisions into clear, actionable requirements for CPQ / quoting system changes.
• Partner with CPQ config and technical teams to scope, sequence, and hand off the changes for implementation.
• Define how each change will be measured so its impact on friction and cycle time is visible.

What we're looking for

• 8+ years in sales/revenue operations, deal desk, quote-to-cash, or commercial operations, including hands-on ownership of quoting policy and process change.
• A track record of doing exactly this work: reviewing quoting/pricing policies, driving cross-functional alignment on rule changes, and turning decisions into system requirements.
• Strong business and commercial judgment deep comfort with discounting, approvals, packaging, deal structuring, and the trade-offs sales leaders and finance care about.
• Excellent facilitation and stakeholder management able to run alignment conversations across Sales, Finance, Deal Desk, and Product and influence without authority.
• Working familiarity with CPQ (ideally Salesforce CPQ) enough to translate policy decisions into credible system requirements and partner effectively with config/technical teams.
• Self-directed operator who can walk into an ambiguous, in-flight effort, create structure fast, and deliver within a short engagement.

Nice to have

• Experience at a high-growth B2B SaaS or enterprise software company.
• Experience standing up or scaling a Deal Desk or quoting function.
• Exposure to NPI / product launch and how new products enter the quoting flow.

Engagement details

• Contract role, approximately 3 months, based in Palo Alto, CA.
• Embedded with the CPQ & NPI Operations team within Product Operations.
• Focused on scaling quoting and removing friction policy diagnosis and alignment first, system-change requirements second.