Senior Order Operations Business Partner at Dragos

Australia

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, ICS/OTIndustries

Requirements

3+ years of experience in Deal Desk, Order Operations, Revenue Operations (inferred from incomplete qualifications section)

Responsibilities

Interpret pricing and governance policies to accommodate unique customer needs
Own quote creation in Salesforce CPQ, ensuring accurate product configuration, pricing, and subscription alignment
Manage discounting and pricing governance to ensure consistency, approvals, and financial health
Evaluate competing priorities in deal decisions and recommend strategic solutions
Provide guidance on complex or nonstandard deal structures to balance customer needs with company objectives
Act as liaison between Sales, Finance, and Legal for approvals & ensure all approvals (discounting, renewals, non-standard terms) are logged and tracked in Salesforce
Support creation and validation of renewal quotes in Salesforce CPQ
Ensure renewal accuracy (ARR, product continuity, term dates) and compliance with uplift/discount policy
Support co-terming, upsells, partial renewals, and amendment scenarios
Proactively flag churn risks or exceptions and collaborate with Sales/Customer Success
Review opportunities for accuracy and completeness, ensuring compliance with pricing, SKUs, and customer agreements
Validate supporting documentation, including contracts, signatures, and approvals
Oversee data integrity in Salesforce, ensuring accurate transfer to NetSuite
Ensure closed-won opportunities and orders are audit-ready before handoff to Billing/RevOps
Confirm opportunity, quote, order, and contract align
Validate renewal language in contracts and ensure correct terms carry forward
Reduce rework and customer friction by catching errors before signature
Ensure sales orders and renewals align with revenue recognition policies
Identify and resolve revenue-related discrepancies (e.g., contract modifications, refunds, credits)
Support the financial audit process by maintaining data integrity and internal controls
Recommend improvements to the quote-to-cash and renewal management processes
Share insights with Sales, Finance, and Legal to improve deal and renewal structuring
Assist with system integrations, automation initiatives, and special projects
Maintain confidentiality of sensitive financial and customer data

Skills

Key technologies and capabilities for this role

Salesforce CPQQuote-to-CashPricing GovernanceDeal StructuringContract AuditingRevenue OperationsOrder ValidationRenewals ManagementProduct ConfigurationDiscount Management

Questions & Answers

Common questions about this position

Is this a remote position?

Yes, Dragos has a remote-first culture with operations in North America, Europe, the Middle East, and APAC.

What is the salary for this Senior Order Operations Business Partner role?

This information is not specified in the job description.

What are the key responsibilities for this role?

Key responsibilities include deal review and analysis such as interpreting pricing policies, owning quote creation in Salesforce CPQ, managing discounting, renewals management like validating renewal quotes and flagging churn risks, and documentation review including auditing contracts and ensuring data integrity in Salesforce.

What is the company culture like at Dragos?

Dragos has a remote-first culture and seeks mission-oriented teammates who embody core values of authenticity, transparency, and trust.

What makes a strong candidate for this position?

A strong candidate is dynamic, detail-oriented, and excels in a highly cross-functional role partnering with Sales, Finance, and Legal, with expertise in Salesforce CPQ, quote-to-cash processes, pricing governance, and ensuring revenue integrity in a fast-paced SaaS environment.

Dragos

Cybersecurity for industrial control systems

About Dragos

Dragos specializes in cybersecurity for industrial control systems (ICS) and operational technology (OT) environments, which are essential for industries like manufacturing, energy, and transportation. Their main product, the Dragos Platform, allows organizations to visualize their network, detect threats, and respond effectively to cyberattacks. This platform is particularly important because many ICS and OT systems are outdated and vulnerable to attacks that could impact public safety and economic stability. Dragos differentiates itself by focusing specifically on the unique needs of these industrial sectors, providing both a comprehensive platform and consulting services to help clients enhance their cybersecurity strategies. The company's goal is to protect critical industrial assets from cyber threats, ensuring the safety and reliability of essential services across various industries.

Glen Burnie, MarylandHeadquarters

2016Year Founded

$420.4MTotal Funding

SERIES_DCompany Stage

Consulting, Industrial & Manufacturing, CybersecurityIndustries

501-1,000Employees

Benefits

Medical, dental, vision, disability, & life insurance

401k with match

Equity

Competitive compensation

Remote working options

Pet-friendly options

In-house brewery

Risks

Emerging OT cybersecurity firms may erode Dragos' market share.

Rapid evolution of ransomware tactics may outpace Dragos' detection capabilities.

Integration of new acquisitions may face operational challenges.

Differentiation

Dragos specializes in cybersecurity for industrial control systems and operational technology environments.

The Dragos Platform offers comprehensive visibility, threat detection, and rapid response tools.

Dragos provides consulting services to enhance strategic cybersecurity roadmaps for organizations.

Upsides

Rising ransomware attacks increase demand for Dragos' OT cybersecurity solutions.

Strategic partnerships enhance Dragos' service offerings and customer trust.

Acquisition of Network Perception strengthens Dragos' platform capabilities.

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