Sr. Manager, Deal Initiation to Customer Activation

Role Overview 

We are seeking a hands-on leader to design and scale the end-to-end Deal Initiation to Customer Activation process in a rapidly growing, complex sales environment. This role will focus on eliminating friction across the deal lifecycle—from initial structuring through contracting and ensuring accurate setup of customer agreements in billing systems—while improving speed, accuracy, and predictability. 

This role will reduce friction, improve deal velocity, and ensure customer agreements are correctly structured, approved, and activated. You will also define policies and governance that enable scale without slowing the business. 

You’ll partner closely with Sales, Commercial Ops, Legal, Finance, GTM Ops, Billing Engineering, and Billing Product. This is a 0→1 and 1→n role, requiring both process design and strong execution in a fast-growing environment. 

Responsibilities 

• Own and optimize the end-to-end deal lifecycle from initiation through customer activation  

• Define and enforce policies and governance frameworks (deal structuring, approvals, contract standards, billing readiness)  

• Ensure deals are structured to meet customer requirements while leveraging standard processes to accelerate cycle time  

• Identify and eliminate friction across quoting, approvals, contracting, and billing setup  

• Partner with Sales and Commercial Ops to improve deal quality and first-time-right structuring  

• Collaborate with Legal and Finance to streamline approvals and ensure compliance  

• Work with GTM Systems to embed workflows and controls in CPQ, CRM, and contract tools  

• Partner with Billing Engineering and Product to ensure order forms are accurately and automatically ingested into billing systems  

• Standardize handling of complex deal constructs (usage-based pricing, multi-year deals, custom terms)  

• Build playbooks and guidance for Sales  

• Track and improve cycle time, bottlenecks, policy adherence, and activation accuracy  

What You Will Build 

• A scalable, policy-driven deal lifecycle engine  

• Clear approval frameworks and deal guardrails  

• Faster time-to-revenue with fewer errors and rework  

• Reliable order form → billing → activation flow  

What Great Looks Like 

• Deals are structured to meet customer needs while adhering to scalable, standard processes  

• Approval cycles are fast and predictable  

• Order forms translate cleanly into billing systems  

• Customer accounts are accurately activated without delays  

• Policies are embedded in systems, not enforced manually  

 Who You Are 

• 7–10+ years in GTM Ops, Sales Ops, or Commercial Ops  

• Deep experience with Quote-to-Cash / deal lifecycle processes  

• Proven ability to build and scale processes in fast-growing environments  

• Strong understanding of what good looks like at scale, with a clear plan to get there  

• Ability to balance speed and control, designing for both near-term execution and long-term scalability  

• Experience with CPQ, CRM, billing, and contract systems  

• Strong project management and stakeholder management skills  

• Able to work through complex, ambiguous problems with patience and persistence  

 Why This Role Matters 

As deal complexity grows, execution breaks before strategy does. 

This role ensures we can scale revenue without scaling friction, enabling faster deal cycles, accurate billing, and seamless customer activation—while maintaining the control required to grow sustainably.