Contract Specialist, Sales Operations

About the Role

Join Salesforce Finance and the Revenue Operations team as a Sales Operations Contract Specialist, and help our Commercial and Enterprise Account Executives (AEs) across EMEA close deals accurately, compliantly and with confidence.

You will be the go-to partner for deal structure, quoting, contract and order questions. You will work closely with Sales, Revenue Recognition, Legal and Collections to turn complex deals into clean, compliant orders. This includes ACV calculations, customer org support, manual contract and order activation, and billing investigations.

You will also strengthen the wider business by coaching AEs, sharing best practices and challenging legacy processes to find better ways of working.

We’re looking for a collaborative, self-motivated problem-solver who combines sharp analytical skills and sound judgement with the ability to work at pace.

Your Impact

• Provide superior strategic support and guidance to Account Executives, including on deal structure questions, order processing and pre-quote conversion, and ensure orders comply with revenue and company policy
• Enable Sales teams, particularly less experienced AEs, to navigate complex processes and policies and to self-serve more effectively
• Facilitate cross-training within the team
• Work with Sales, Revenue Recognition, Legal and Collections on resolving contract issues, advising on contract negotiation to ensure deals are operationally sound and align with revenue recognition requirements
• Create and modify quotes as required to remove blockers for Sales
• Ensure contracts comply with all company policies, and take responsibility for SOX compliance
• Review submitted contracts and order forms for completeness, accuracy and conformance to the Salesforce Sales Order Acceptance policy
• Activate eligible contracts and orders in Salesforce where manual provisioning is required
• Work with Sales and Collections to resolve customer billing investigations and disputes
• Contribute ideas and innovations to improve existing systems, processes and procedures, and challenge legacy policies and procedures that complicate quote, order, invoice, credit, commissions and revenue processing by assessing the flexibility for change and formulating creative solutions or workarounds
• Create and update internal departmental policies
• Participate in projects and user acceptance testing (UAT) involving technical and financial concepts, providing insight and recommendations
• Share best practices to improve the quality and efficiency of support, and contribute to the knowledge base
• Build strong relationships with Sales, Renewals, Customer Support Managers, Collections, Adjustments, Compensation, Rev Rec, Legal and other internal teams

Required Skills and Experience

• 3+ years’ experience in customer order management, sales operations or sales support
• Contract structuring and commission calculation experience

Desired Skills and Experience

• Participation in process improvement initiatives and/or project management experience
• Excellent interpersonal skills, with the ability to communicate clearly in writing and verbally, debate difficult issues appropriately and think quickly
• Ability to thrive in a fast-growing, fast-paced environment, delivering accurate work to deadlines, adapting readily and juggling multiple projects and tasks
• Understanding of broader business and financial factors
• Extreme attention to detail
• Ability to clearly articulate case resolutions, required actions and insights to Account Executives
• Ability to analyse problems quickly and identify solutions for optimal case resolution
• Demonstrated initiative, resourcefulness and the ability to work independently
• Collaborative team player
• Proficiency with the Microsoft suite of tools
• Salesforce experience is a plus