Revenue Operations Analyst, CPQ

San Mateo, California, United States - Full-time

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 to first responders, soldiers in battlefield scenarios, and beyond.

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)

Compensation:

At Skydio, our compensation packages for regular, full-time employees include competitive base salaries, equity in the form of stock options, and comprehensive benefits packages. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. Relocation assistance may also be provided for eligible roles. The annual base salary range for this position is $120,000 - $180,000*. Fundamentally, we believe that equity is the key to long-term financial growth, and we ensure all regular, full-time employees have the opportunity to significantly benefit from the company's success. Regular, full-time employees are eligible to enroll in the Company’s group health insurance plans. Regular, full-time employees are eligible to receive the following benefits: Paid vacation time, sick leave, holiday pay and 401K savings plan. This position and all associated benefits are subject to applicable federal, state, and local laws, as well as the Company’s policies and eligibility criteria.

*Compensation for certain positions may vary based on the position’s location.

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At Skydio we believe that diversity drives innovation. We have created a multidisciplinary environment that embraces the power of diverse perspectives to create elegant solutions for complex problems. We are committed to growing our network of people, programs, and resources to nurture an inclusive culture.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or other characteristics protected by federal, state or local anti-discrimination laws.

For positions located in the United States of America, Skydio, Inc. uses E-Verify to confirm employment eligibility. To learn more about E-Verify, including your rights and responsibilities, please visit https://www.e-verify.gov/