Senior Deal Operations Analyst

  • R5522
  • Boston, MA, United States

Senior Deal Operations Analyst


As a Senior Deal Operations Analyst, you will assist the sales and customer success teams, within Rapid7’s proposal to cash process, by guiding them on deal structures that will maximize revenue while also addressing the complex details involved in Rapid7’s non-standard contracting process.  You will be responsible for ensuring deals are correctly constructed to address the intricacies of our contract process so that the deal cycle can be completed promptly.

About the Team


The Deal Operations team performs Rapid7’s global deal desk function.  The team supports our Go-To-Customer teams by assisting with high-value, commercial, and non-standard deals throughout the sales cycle and by helping teams navigate internal processes.  Additionally, the Deal Operations team works cross-functionally to operationalize the roll out of pricing and packaging initiatives in a way that supports the growth of the business as we scale. 

Proficiency in G-Suite, Salesforce, Netsuite, and/or Zendesk a plus

About the Role

As a Senior Deal Operations Analyst, you will serve as a key advisor to both Rapid7’s account teams and Deal Operations team on deal structure and quoting.  You will advise on alternative contract options and/or value propositioning to help drive deal closure.

In this role, you will:

  • Advise sales reps on complex, non-standard, and enterprise deal support requests and escalate to management, as needed, to ensure compliance with internal business policies and revenue recognition guidelines 

  • Collaborate with impacted parties to identify acceptable options to facilitate deal closure.  This will include teaming with Proposals, Order Management, Finance, Legal, and other Operations teams

  • Utilizing NetSuite (ERP+CRM), Salesforce (CRM), and Zendesk (ticketing), assist Go-To-Customer teams by outlining the structuring of non-standard quotes that deliver customers an excellent procurement experience while adhering to our pricing, quoting, and booking policies.  This includes the following:

    • Architecting quote structures for non-standard deals

    • Drafting custom billing schedule language

    • Drafting custom renewal language

    • Drafting other non-standard contractual language

  • Collaborate with impacted parties to provide post booking deal support by identifying solutions for common Quote to Cash errors

  • Review, approve, and/or reject quotes with a high attention to detail regarding knowledge of Rapid7’s product offerings, contract language, and internal business policies

  • Support new Go-To-Customer initiatives by performing User Acceptance Testing and by delivering trainings for Proposal to Cash teams and Go-To-Customer teams

  • Deliver relevant training to new and existing Sales reps on Deal Operations, Booking policies, and overall proposal to order best practices

  • Create & maintain Deal Operations process documentation

The skills you’ll bring include:

  • 3-5 years of experience in order management, sales operations, or a business operations role

  • BA/ BS in Business Administration, Finance, or Accounting degree from 4 year college or university or equivalent experience

  • Excellent analytical skills with a high attention to detail.

  • Independent/flexible problem-solving skills with ability to positively cope with change

  • Highly organized, customer focused, and ability to meet tight deadlines

  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter

  • Excellent communicator and open to feedback

We know that the best ideas and solutions come from multi-dimensional teams. Teams reflecting a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.

About Rapid7


Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We’re on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.

With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

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