Commercial Operations Senior Manager

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies®.

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Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

Lightstep is looking for a Commercial Operations Senior Manager to own opportunity pricing and entitlement health. As part of the Revenue Operations team, your mission is to help accelerate revenue growth. You’ll do that by driving pricing discussions that optimize NNACV and win rate.

What you’ll do

• Partner with Solution Sales Executives to structure pricing that balances gross margins with expected NNACV
• Own Gross Margins for the Lightstep business unit
• Make recommendations to improve Lightstep’s own CPQ platform, Revo
• Guide Sales teams on Lightstep and ServiceNow standard processes
• Generate or review all order forms with Lightstep products to confirm that correct SKUs, pricing, product ratios, overage rates, and dates are used
• Manage customer entitlements allowing for limits and overages to be calculated correctly
• Reconcile NNACV and CACV at the opportunity and account levels to ensure Lightstep data is correctly reported each quarter
• Own Lightstep’s Net Revenue Retention and Gross Revenue Retention reporting
• Collaborate with Deal Desk, Accounting, and Legal on non-standard opportunities

Qualifications

You’d be a great addition if...

• You have experience negotiating contracts with customers or vendors
• You’ve developed trust with Sales teams
• You’re proficient with Excel and have advanced analytics skills

Bonus points if...

• You have prior experience in Revenue/Sales Operations, Deal Desk, Vendor Management, Procurement, or Sales
• You’ve used a configure price quote tool to generate order forms

For positions in California (outside of the Bay Area), we offer a base pay of $123,750 to $216,450, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.  Compensation is based on the geographic location in which the role is located, and is subject to change based on work location. For individuals who will be working in the Bay Area, there is a pay enhancement for positions located in that geographical area; please contact your recruiter for additional information.

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

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