Sr. Manager, Deal Initiation to Customer Activation

Responsibilities

• Own and optimize the end-to-end deal lifecycle from initiation through customer activation
• Define and enforce policies and governance frameworks (deal structuring, approvals, contract standards, billing readiness)
• Ensure deals are structured to meet customer requirements while leveraging standard processes to accelerate cycle time
• Identify and eliminate friction across quoting, approvals, contracting, and billing setup
• Partner with Sales and Commercial Ops to improve deal quality and first-time-right structuring
• Collaborate with Legal and Finance to streamline approvals and ensure compliance
• Work with GTM Systems to embed workflows and controls in CPQ, CRM, and contract tools
• Partner with Billing Engineering and Product to ensure order forms are accurately and automatically ingested into billing systems
• Standardize handling of complex deal constructs (usage-based pricing, multi-year deals, custom terms)
• Build playbooks and guidance for Sales
• Track and improve cycle time, bottlenecks, policy adherence, and activation accuracy
• What You Will Build
• A scalable, policy-driven deal lifecycle engine
• Clear approval frameworks and deal guardrails
• Faster time-to-revenue with fewer errors and rework
• Reliable order form → billing → activation flow
• What Great Looks Like
• Deals are structured to meet customer needs while adhering to scalable, standard processes
• Approval cycles are fast and predictable
• Order forms translate cleanly into billing systems
• Customer accounts are accurately activated without delays
• Policies are embedded in systems, not enforced manually

Requirements

• 7-10+ years in GTM Ops, Sales Ops, or Commercial Ops
• Deep experience with Quote-to-Cash / deal lifecycle processes
• Proven ability to build and scale processes in fast-growing environments
• Strong understanding of what good looks like at scale , with a clear plan to get there
• Ability to balance speed and control , designing for both near-term execution and long-term scalability
• Experience with CPQ, CRM, billing, and contract systems
• Strong project management and stakeholder management skills
• Able to work through complex, ambiguous problems with patience and persistence
• Why This Role Matters
• As deal complexity grows, execution breaks before strategy does.
• This role ensures we can scale revenue without scaling friction , enabling faster deal cycles, accurate billing, and seamless customer activation-while maintaining the control required to grow sustainably.
• Pay Transparency
• We offer competitive compensation and benefits packages. Actual compensation will be determined based on job-related factors, including experience, skills, qualifications, the level at which the candidate is hired, and geographic location, consistent with applicable law.
• Compensation Range
• $165,000 - $206,000 USD
• Benefits & Perks:
• Competitive compensation
• Career growth and learning opportunities
• Flexibility and work-life balance
• Collaborative and innovative culture
• Opportunity to work on impactful AI projects
• International environment and talented teams
• What's it like to work at Nebius:
• Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
• Equal Opportunity Statement:
• Nebius is an equal opportunity employer. We are committed to fostering

Additional Information

About Nebius: Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. Role Overview We are seeking a hands-on leader to design and scale the end-to-end Deal Initiation to Customer Activation process in a rapidly growing, complex sales environment. This role will focus on eliminating friction across the deal lifecycle-from initial structuring through contracting and ensuring accurate setup of customer agreements in billing systems-while improving speed, accuracy, and predictability. This role will reduce friction, improve deal velocity, and ensure customer agreements are correctly structured, approved, and activated . You will also define policies and governance that enable scale without slowing the business. You'll partner closely with Sales, Commercial Ops, Legal, Finance, GTM Ops, Billing Engineering, and Billing Product . This is a 0→1 and 1→n role , requiring both process design and strong execution in a fast-growing environment.

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