Deal Operations Manager, Quote to Cash (Q2C)

Who is Flock?

Flock Safety is an all-in-one technology solution to eliminate crime and keep communities safe. Our intelligent platform combines the power of communities at scale - including cities, businesses, schools, and law enforcement agencies - to shape a safer future together. Our full-service, maintenance-free technology solution is trusted by communities across the country to help solve and deter crime in the pursuit of safer communities for everyone.

Our holistic public safety platform is comprehensive and intelligent, providing the actionable evidence needed to solve, deter and reduce crime across neighborhoods, schools, businesses and entire cities. Without compromising transparency or privacy, we are turning unbiased data into objective answers.

Flock strives to offer a career-defining experience where you can also make an impact on your community. While safety is a serious business, we are a supportive team that is optimizing the remote experience to create strong and fulfilling relationships even when we are physically apart. Our group of hard-working employees thrive in a positive and inclusive environment, where a bias towards action is rewarded. 

We have raised over $380M in venture capital from investors including Tiger Global, Andreessen Horowitz, Matrix Partners, Meritech Capital Partners, and Initialized Capital. Now surpassing a $3B valuation, Flock is scaling intentionally and seeking the best and brightest to help us meet our goal of reducing crime in the United States by 25% in the next three years.

The Opportunity 

The Deal Operations Manager, Quote to Cash (Q2C) will report directly to the Sr. Director GTM Ops & Business Process and work directly with the Revenue Operations team. This person will be the primary point of contact for the sales and success reps for support in building quotes and agreements for our customers. Due to the nature of our customers and their individual procurement processes, the quoting and agreement process might have different requirements to allow them to purchase. This position is designed to enable the revenue team with a go to person for unique quote and agreement configurations while also managing and improving our standard templates to handle more complex opportunities. This is a fully remote position. 

How you’ll make an impact:

• Intake of support cases for our sales team, providing systems and process support to our front-line sales reps, and escalating as necessary.
• Works closely with internal stakeholders from Revenue, Finance, Product, and Legal. 
• Become an expert in our sales process and sales tech stack, allowing you to support in the moment issues.
• Support Revenue and Customer Success teams through Account and Contract Reconciliation & Data Governance within CRM (Salesforce).
• Manages/Support conversations with customers to explain their current and new invoicing/contract structure.
• Prioritize & triage daily queues as a subject matter expert meeting SLA requirements with precise attention to detail. 
• Support Sales teams in providing our customers with a smooth procurement and purchasing experience.
• Collaborate with the Revenue Operations team to complete quarterly projects and sprints related to process and system improvements.
• Become an expert in Flock's products, pricing, and sales programs, allowing you to work with sales representatives to ensure accurate and enticing sales quotes are sent to customers.
• Communicate effectively with and respond to/act on requests both from internal stakeholders and directly from customers/partners
• Act as first-line control for contractual risk management, ensuring that contracts are reviewed and approved in line with company policy and that deviations are appropriately escalated/monitored.
• Ensure that appropriate filing and attribution is maintained for all customer agreements.
• Support the Sales and Post-sales teams with all back-office processes and driving Salesforce compliance.
• Maintain process documentation and training material as process and tech stack are updated.
• Other tasks as might be required from time to time.

The Skillset

• Combined experience of 4+ years in Deal Desk/Deal Operations or Finance/Billing Operations at a high growth technology company. 
• 2+ years of experience with Salesforce.
• 2+ years of experience with Salesforce CPQ.
• Advanced knowledge of Quote-to-Cash and systems end-to-end processes.
• Experience with contracts, account reconciliations, and co term agreements.
• Experience with SaaS sales quote & agreement solutions preferred.
• Ability to learn on the go, be a self-starter
• High attention to detail
• Advanced MS Office skills
• Advanced Google Doc skills
• Experience managing templates in DocuSign CLM and plus

Feeling uneasy that you haven’t ticked every box? That’s okay, we’ve felt that way too. Studies have shown women and minorities are less likely to apply unless they meet all qualifications. We encourage you to break the status quo and apply to roles that would make you excited to come to work every day.

90 Days at Flock

We are a results-oriented culture and believe job descriptions are a thing of the past. We prescribe to 90 day plans and believe that good days, lead to good weeks, which lead to good months. This serves as a preview of the 90 day plan you will receive if you were to be hired as a Deal Operations Manager, Q2C at Flock Safety.

The First 30 Days

• Go through our Onboarding Program with a deep understanding of our customers, products and revenue processes
• You understand our the Revenue Organization, its ways of working, key milestones and OKRs. You’ve shadowed team members on CPQ quotes, understand our large project initiatives, answer commercial questions, and focus on plans for optimizing process. You own cross-functional stand ups started to build strong and collaborative relationships across teams.
• Obtain a comprehensive understanding of our current Deal Ops (and how it has changed in the last 2 months) objectives, timelines, and tactical desired outcomes.
• Understand Flock Safety’s contracts and Billing Terms in and out.
• Lead roll out of enhancements to SFDC Approval Process changes in SFDC.
• Get fully familiar with our CPQ instance and fully own the business process around it.

The First 60 Days 

• At the end of 60 Days, you understand our product and have a clear view of our customer segments and their particularities.
• Assess our customer lifecycle management in general and our existing touch points in particular.
• Build a first draft of the deal ops roadmap as it relates to pre/post sales auditing and Billing and incorporate other tools & automation as necessary.
• Develop a deep partnership with Sales, Customer Success, Finance/Billing and Legal leadership.
• Lead roll out of Concessions Approval Process changes in SFDC.
• Understand Flock Safety’s commercial constructs & revenue recognition in and out.

90 Days & Beyond

• At the end of 90 Days, you are rolling. You understand all Deal Ops & Revenue Operations processes and gain a strong understanding of the closed won to first camera installed process.
• You understand the intricacies of Billing and customer support, being an effective SME between Revenue, RevOps, and Finance/Billing teams.
• Understand all Customer Planning efforts (both for Customer Success and Sales) and how our deal constructs fit into this.
• Develop a deep partnership with all Sales, Growth and Customer Success Leaders.
• Be the expert on commercial & Q2C/Billing questions as they relate to the sales processes.

The Interview Process

We want our interview process to be a true reflection of our culture: transparent and collaborative. Throughout the interview process, your recruiter will guide you through the next steps and ensure you feel prepared every step of the way.

• Our First Chat: During this first conversation, you’ll meet with a recruiter to chat through your background, what you could bring to Flock, what you are looking for in your next role, and who we are. 
• The Hiring Manager Interview: You will meet with your potential future boss to really dive into the role, the team, expectations, and what success means at Flock. This is your chance to really nerd out with someone in your field. 
• Panel Interview: Learn more about the team, responsibilities, and workflows. You should be prepared to speak about past projects, how you collaborate and communicate with others, and how you live our values.  Depending on the team and role you are interviewing for, you may meet with several teammates as well as cross-functional partners.
• The Executive Review: A chance to meet an executive and view Flock from a different lens. Be prepared to ask well-thought-out questions about the company, culture, and more.

The Perks

💰Salary & Equity: In this role, you’ll receive a starting salary of $115,000 - $130,000 as well as stock options.

🌴Use what you need PTO: We seriously mean it, plus 11 company holidays and your birthday off!

⚕️Fully-paid health benefits plan for employees: including Medical, Dental, and Vision and an HSA match. 

👪Family Leave: We provide 16 weeks of 100% paid leave for primary caregivers and 12 weeks of 100% paid leave for secondary caregivers. 

🍼Fertility & Family Benefits: We have partnered with Maven, a complete digital health benefit for starting and raising a family. We will reimburse $10,000 a year for adoption, surrogacy, or infertility.

🧠Mental Health: All employees receive an annual subscription to Headspace

💖Caregiver Support: We have partnered with Cariloop to provide our employees with caregiver support 

💸Carta Tax Advisor: Employees receive 1:1 sessions with Equity Tax Advisors who can address individual grants, model tax scenarios, and answer general questions. 

💻WFH Stipend: $150 per month to cover the costs of working from home.

📚L&D Stipend: $250 per year to use on Audible, Calm, Masterclass, Duolingo, Grammarly and so much more.

🏠Home Office Stipend: A one-time $750 to help you create your dream office.

🏢Coworking Space: If you’re not local to our ATL HQ, we’ll provide $250 a month to get you set up with an All Access Membership to WeWork (or a local coworking space in your area).

🐾Pet Insurance: We’ve partnered with Pumpkin to provide insurance for our employee’s fur babies. 

Flock is an equal opportunity employer. We celebrate diverse backgrounds and thoughts and welcome everyone to apply for employment with us. We are committed to fostering an environment that is inclusive, transparent, and collaborative. Mutual respect is central to how Flock operates, and we believe the best solutions come from diverse perspectives, experiences, and skills. We embrace our differences and know that we are stronger working together.

If you need assistance or an accommodation due to a disability, please email us at careers@flocksafety.com. This information will be treated as confidential and used only to determine an appropriate accommodation for the interview process.