Description
About the role
We launch new products, models, and pricing often, and each launch has to work in our systems on day one. A seller needs to be able to quote it, Deal Desk needs to be able to approve it, billing needs to charge for it correctly, and Finance needs to report on it. This role owns how a launch gets into our quote-to-cash systems, from the first pricing conversation to the first invoice.
You will join launch planning early, work out what has to change across catalog, quoting, contracts, billing, tax, and reporting, and get all of it ready before the launch date. You will build a good part of the Salesforce work yourself and partner with our Salesforce developers and Billing Engineering on the rest. You will be the named owner of the NPI process for systems, and the person Product, Pricing, and Finance call when they want to know what it takes to launch something.
We are an AI-first systems team. You will use Claude as a normal part of how you design, build, test, and document, and you will look for ways to make launches faster and more repeatable with AI.
Key responsibilities
- Own the systems side of new product and pricing launches, from the first pricing discussion through launch day and the first billing cycle
- Turn a pricing and packaging decision into concrete system changes: SKUs, price books, bundles, discount and approval rules, contract terms, billing plans, tax codes, and reporting
- Build and run a repeatable NPI playbook: intake, a readiness checklist, sign-offs, a launch calendar, and a post-launch review
- Join launch planning early with Product and Pricing. Push back on pricing ideas that cannot be quoted, billed, or reported cleanly, and offer options that can
- Design how new pricing models work end-to-end, including usage-based, seat-based, tiered, committed, and multi-year ramp pricing, and which system is the source of truth for each part
- Plan the impact on existing customers: moving customers to new SKUs, grandfathering, amendments, and co-termination, and how renewals will work
- Own end-of-sale and retirement of products and prices, so old SKUs leave the catalog without breaking renewals, billing, or reporting
- Coordinate the changes across Salesforce, billing, and our tax platform, working with the teams who own each system
- Partner with Deal Desk, Sales, Finance, Accounting, Tax, and Legal so each team signs off on what changes for them before launch
- Make sure sellers and Deal Desk are ready on launch day, including quote templates, approval paths, guidance, and enablement
- Check every launch after it goes live: do quotes, orders, invoices, and Finance reports match? Add the control or reconciliation that catches the gaps
- Build and ship declarative solutions yourself where that is the right call, and write specs clear enough that developers can build the rest without several rounds of questions
- Use AI to shorten launch cycles, for example, generating catalog changes from a pricing spec, checking launch readiness, and testing quote and billing scenarios
Minimum qualifications
- Experience in GTM or revenue systems as a Business Systems Analyst, Q2C Systems Lead, or similar role, with hands-on ownership of product and pricing launches
- Experience launching new products or pricing models at a fast-growing company, owning the change across catalog, quoting, contracts, and billing
- Hands-on experience with Salesforce CPQ, Revenue Cloud, or a similar CPQ tool, especially product and pricing data models, price books, bundles, and approval rules
- Working understanding of how a pricing decision flows into bookings, invoicing, tax, and revenue recognition
- Experience running a cross-functional process with many sign-offs (Product, Finance, Legal, Sales) and getting to launch on a fixed date
- Hands-on Salesforce admin skills (Flow, validation rules, page layouts, approval processes) and comfort building meaningful parts of your own solution
- Clear communication across Product, sellers, Deal Desk, Finance, Legal, and engineers, adjusting the level of detail for each
Preferred qualifications
- Experience in GTM, revenue, or finance systems roles
- Experience with usage-based or consumption pricing, and with billing platforms such as Stripe, Metronome, or Zuora
- Experience moving existing customers onto new pricing, including migrations, grandfathering, and amendments at scale
- Experience with tax setup for new products (tax codes, tax engines such as Anrok or Avalara)
- Experience with integrations between Salesforce and billing, ERP, or provisioning systems, and comfort reading API payloads and integration logs
- Basic SQL and comfort using a data warehouse to check launch data
- Salesforce Administrator certification. CPQ Specialist, Advanced Administrator, or Business Analyst certification is a plus
- Hands-on use of AI tools (Claude or similar) in how you design, build, or document systems, and the ability to explain how you check their output
The annual compensation range for this role is $270,000-$315,000 USD.