Proposal-to-Order Operations Lead

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About the Role

Fivetran is seeking a Revenue Proposal-to-Order Lead to design and scale the processes that power our proposal-to-order lifecycle. This senior technical leader will own the configuration and optimization of Salesforce CPQ as the core quoting platform, while also advising on the implementation of additional proposal automation tooling with our Revenue Systems team, to streamline and standardize customer-facing workflows.

You will work closely with senior leaders across Sales, Finance, Systems, and Revenue Operations to design and optimize business processes that drive efficiency, accuracy, and scalability in the proposal-to-order motion. This is a highly technical role that combines deep CPQ expertise, process optimization, and systems integration to enable a best-in-class enterprise SaaS sales engine.

This is a full-time, hybrid position based out of our Oakland, CA or Denver, CO offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

What You’ll Do

• Own the Proposal-to-Quote-to-Order Process
  • Own the partnership with our GTM Systems team to design our proposal and quoting process.
  • Define the SKU catalog and product book to ensure accuracy and usability for sales teams.
  • Ensure all pricing and packaging updates from Product and Leadership are accurately implemented in quoting systems.
• Extend Quoting Beyond CPQ
  • Evaluate, recommend, drive adoption of automated proposal and contract tools such as Ironclad, Conga, etc. that integrate with CPQ.
  • Drive standardization of proposals, contracts, and order forms to improve consistency and speed in the sales cycle.
• Work with Senior Leaders to Optimize Processes
  • Collaborate with Sales, Finance, Product, Systems, and RevOps leadership to design and optimize Proposal-to-Quote-to-Order business processes for scalability and efficiency.
  • Define approval workflows between CPQ and downstream systems (ERP, billing, provisioning).
• Document & Standardize Processes
  • Map and maintain clear documentation of proposal-to-quote-to-order workflows, ensuring they are well understood and easily adopted across teams.
  • Provide enablement and guidance to sales and operational teams on new or updated processes and tools.
• Optimize and Automate Workflows
  • Develop a guided quoting experience in Salesforce that simplifies complexity and improves accuracy.
  • Automate key approval and proposal workflows to enable faster deal execution.
  • Monitor and optimize the performance and adoption of quoting tools.
• Advise on Best Practices & Future Roadmap
  • Act as a trusted expert on CPQ and quote-to-order systems, staying ahead of industry trends and emerging technologies.
  • Provide input on the future roadmap for quoting, proposal automation, and process improvements.

Skills We’re Looking For

• Deep expertise in designing efficient quoting processes within the capabilities of  CPQ technology and strong familiarity with related proposal automation tools, especially Ironclad.
• 8+ years of experience in Quote-to-Cash, CPQ administration, or Revenue Operations roles within an enterprise SaaS selling environment.
• Proven ability to implement and maintain complex SKU/product catalogs, approval workflows, and proposal automation tools.
• Strong understanding of Quote-to-Order business processes and experience integrating CPQ with ERP and billing systems.
• Exceptional ability to optimize and standardize business processes for clarity and scalability.
• Strong problem-solving skills with a track record of delivering automated, scalable solutions that improve sales and operational efficiency.
• Excellent communication and stakeholder management skills, with the ability to influence senior leaders across Sales, Finance, and RevOps.

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