Revenue Operations Analyst, CPQ

Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial mobility. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, operational excellence, and customer obsession to empower a broader, more diverse audience of drone users, from utility inspectors https://www.skydio.com/solutions/energy-and-utilities to first responders https://www.skydio.com/solutions/public-safety, soldiers in battlefield scenarios https://www.skydio.com/solutions/national-security/tactical-isr, and beyond https://www.skydio.com/solutions. About the Role: Skydio is seeking an experienced and driven CPQ Analyst to join our Revenue Operations team. In this role, you will be responsible for implementing and optimizing impactful processes and systems in the Quote to Order phase of the sales cycle. You will work closely with cross-functional teams to identify areas for improvement, streamline operations, and drive revenue growth. In addition to having deep expertise in Skydio’s tech stack, this role will require strong program management skills and the ability to proactively solve complex and ambiguous problems. WHAT YOU’LL DRIVE (SCOPE): - Quoting & approvals: Own the end-to-end quoting experience and system-based pricing/discount approval workflows across direct and channel motions. - Amendments & changes: Define and operationalize amendment paths (co-term/extend/expand/swap/returns) across hardware, SaaS, usage, and services. - Catalog readiness: Ensure products/SKUs are quotable in Salesforce with correct selling attributes, bundles, price book mappings, and provisioning flags. - Order handoff: Orchestrate clean, automated handoff to NetSuite for order creation. - Channel & deal reg: Enable partner quoting, margins, special price agreements, and deal registration flows. - Change management: Own release planning, UAT, comms, training, and documentation; drive adoption and adherence. Ownership boundaries: This role does not set pricing and does not own product masters in NetSuite/Arena. You partner with Finance and Product Ops/Product Marketing to reflect approved pricing and item data in Salesforce for quoting. DAY-TO-DAY RESPONSIBILITIES: - 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. TECH STACK YOU’LL WORK WITH: - CRM/CPQ: Salesforce; Salesforce CPQ and DealHub - CLM: Conga CLM - ERP: NetSuite - PLM: Arena - Program tools: Jira (delivery), Notion (docs) WHAT YOU’LL BRING: - 5–8+ years in Revenue Operations / Quote-to-Order / CPQ, with hands-on configuration plus program management experience. - Proven design/rollout experience across hardware + SaaS + usage + services and channel quoting/deal reg. - Strong understanding of amendments, co-terming, revenue considerations, and order handoff patterns to ERP. - Excellent stakeholder management and change-management chops; clear writer and facilitator. - Certifications preferred: Salesforce Admin and/or Salesforce CPQ Specialist or DealHub certs; PMP/Scrum Master. (SQL/analytics, CLM, and NetSuite exposure are nice-to-haves.) REPORTING & WORKING MODEL: - Reports to: Director of Revenue Operations - Team: Individual contributor at start; heavy cross-functional influence - Location:Remote or Onsite in San Mateo, CA (no travel expected