Skydio · 3 months ago
Senior Revenue Operations Manager - CPQ
San Mateo, California, United States
Full-time
Hybrid
Mid, Senior Level
$120K/yr - $160K/yr
5+ years expSkydio is the leading US drone company and the world leader in autonomous flight, seeking an experienced Revenue Operations Manager specializing in CPQ to join their team. This role involves implementing and optimizing processes in the Quote to Order phase of the sales cycle while collaborating with cross-functional teams to drive revenue growth.
Artificial Intelligence (AI)Drone ManagementDronesMachine LearningRobotics
Responsibilities
Own the end-to-end quoting experience and system-based pricing/discount approval workflows across direct and channel motions
Define and operationalize amendment paths (co-term/extend/expand/swap/returns) across hardware, SaaS, usage, and services
Ensure products/SKUs are quotable in Salesforce with correct selling attributes, bundles, price book mappings, and provisioning flags
Orchestrate clean, automated handoff to NetSuite for order creation
Enable partner quoting, margins, special price agreements, and deal registration flows
Own release planning, UAT, comms, training, and documentation; drive adoption and adherence
Build and run the Quote to Order roadmap spanning Salesforce, Salesforce CPQ & DealHub, Conga CLM, and NetSuite
Translate business rules into CPQ/CLM designs (bundles, rules, price books, discount schedules, templates)
Lead cross-functional working groups (Sales, Deal Desk, Product Ops/Product Marketing, Systems Engineering, Finance/Accounting, Legal/Legal Ops, Manufacturing/Fulfillment)
Establish governance for catalog changes (intake → design → approval → testing → release)
Own testing (UAT), documentation, and enablement (guides, videos, office hours)
Monitor health (quote accuracy, order fallout, approval turnaround) and drive fixes through backlog/priorities
Qualification
Required
5–8+ years in Revenue Operations / Quote-to-Order / CPQ
Hands-on configuration experience
Program management experience
Proven design/rollout experience across hardware + SaaS + usage + services and channel quoting/deal registration
Strong understanding of amendments, co-terming, revenue considerations, and order handoff patterns to ERP
Excellent stakeholder management skills
Change-management skills
Clear writing and facilitation skills
Preferred
Salesforce Admin certification
Salesforce CPQ Specialist certification
DealHub certification
PMP certification
Scrum Master certification
SQL/analytics exposure
CLM exposure
NetSuite exposure
Benefits
Equity in the form of stock options
Comprehensive benefits packages
Paid vacation time
Sick leave
Holiday pay
401K savings plan
Company
Skydio
Skydio uses artificial intelligence to create flying drones that are used by consumer, enterprise, and government customers.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$740MKey Investors
Linse CapitalAndreessen HorowitzN47
2024-11-15Series E· $170M
2023-02-27Series E· $230M
2021-02-28Series D· $170M
Leadership Team
Adam Bry
Co-founder & CEO
Tom Moss
COO (2018-2020), CEO APAC (2020-2024), Chief Corp Dev (2024~)
Recent News
Digital Journal
2026-01-16
Accel.
2026-01-06
2025-12-17
Company data provided by crunchbase