The posting
At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:
The Senior Manager, Center of Excellence, runs the day-to-day work of a new team responsible for the accuracy of contract, subscription, and renewal data in Salesforce across Instructure and Parchment product lines. This role shares the Director's remit and acts as an extension of that leadership, with a hands-on focus on data hygiene and on building and enforcing the quote-to-cash governance that drives the right behavior from field reps.
Because the team is being built from scratch, you'll help design how it operates: who owns what, how the work is divided, and how the team works with other back-office functions and the field. You'll also help shape business logic, testing, and rollout for our migration from Salesforce CPQ to Revenue Cloud. You'll manage a group of individual contributors, directing their daily work, coaching them, and supporting their career growth.
KEY RESPONSIBILITIES
OPERATING MODEL DESIGN
- Partner with the Director to design the team's operating model from the ground up: roles, ownership, intake, and how work is divided across contract review, audits, and remediation.
- Define handoffs and working agreements with Revenue Operations, Deal Desk, Enterprise Systems, Global Shared Services, Legal, Finance, and Accounting so each team knows where its work starts and stops.
- Set up how the field engages with the team, including request channels, escalation paths, and response expectations.
- Revisit the model as volume, products, and systems change, and recommend adjustments to the Director.
DATA HYGIENE AND REMEDIATION
- Run daily review of new quotes and contracts at the point of creation in Salesforce, making sure they meet clean data standards before they're saved.
- Lead systematic audits of active contracts: consolidate contracts on accounts, confirm the accurate active contract, fix linkage, and validate available to renew values.
- Prioritize the remediation backlog by business impact, with input from Sales and Renewals on high-value accounts, co-terming corrections, and consolidations.
- Own the team's SLAs for reviews, audits, and remediation. Track performance weekly and resolve bottlenecks as they come up.
- Write and maintain the playbooks, SOPs, and checklists the team uses for contract entry and data validation.
QUOTE-TO-CASH GOVERNANCE AND ENFORCEMENT
- Turn quote-to-cash policies into clear, enforceable rules for the field, covering opportunity types, contract structure, co-terming, bundling, and approvals.
- Enforce standards consistently. Flag non-compliant deals, work with reps and their managers to correct them, and track repeat issues by team and rep.
- Identify root causes behind recurring data problems and propose preventative fixes, such as validation rules, required fields, approval steps, or targeted training.
- Partner with Revenue Operations on field enablement so reps understand the standards and why they matter.
- Report monthly on compliance rates, top data issues, remediation progress, and field feedback.
AGENTFORCE REVENUE MANAGEMENT MIGRATION
- Support the Director in representing the Center of Excellence in the migration from Salesforce CPQ to Agentforce Revenue Managemnt (i.e., ARM fka Revenue Cloud)
- Help define business logic and requirements for contracts, subscriptions, renewals, amendments, and co-terming, based on what the team sees in day-to-day work.
- Support the creation of test scenarios and take part in user acceptance testing, including edge cases from legacy and Parchment contracts.
- Support data migration readiness by identifying records that need cleanup before cutover.
- Help with rollout: update SOPs, train the team, support field adoption, and triage issues after go-live.
PEOPLE LEADERSHIP
- Manage a team of contract specialists and analysts. Assign and prioritize daily work, and keep the team focused on the highest-impact items.
- Hold regular one-on-ones, give direct feedback, and coach team members on judgment calls in contract review and field conversations.
- Support career growth through development plans, stretch assignments, and clear expectations for each role level.
- Help the Director hire, onboard, and train new team members as the team grows.
- Build a team culture of accuracy, ownership, and practical service to the field.
CROSS-FUNCTIONAL PARTNERSHIP
- Act as the day-to-day point of contact for Sales and Renewals leaders on contract data and governance questions.
- Work with Enterprise Systems to document requirements for Salesforce improvements, validation rules, and automation.
- Collaborate with Deal Desk and Revenue Operations on policy updates and approval standards.
- Escalate systemic issues and policy gaps to the Director with clear data on impact.
REQUIRED QUALIFICATIONS
- 6+ years of experience in Revenue Operations, Sales Operations, Deal Desk, Order Management, or Data Governance within B2B SaaS.
- 3+ years of people management experience, including directing daily work, coaching, and supporting career development.
- Hands-on experience with Salesforce, including CPQ, opportunities, quotes, contracts, and subscription data.
- Strong understanding of SaaS subscription models, multi-product bundling, contract structure, co-terming, amendments, renewals, and usage-based contracts.
- Experience building or running a team, process, or function from the ground up, including defining roles and workflows.
- Track record of enforcing policy with field teams while keeping working relationships strong.
- Experience participating in a CPQ or quote-to-cash system implementation, including requirements and user acceptance testing.
- Strong analytical and problem-solving skills, with the ability to find root causes in data and processes.
- Clear written and verbal communication, and comfort holding firm on standards with sales leaders.
- Bachelor's degree in Business, Finance, Operations, Computer Science, or related field (or equivalent professional experience).
PREFERRED QUALIFICATIONS
- Experience with Salesforce Revenue Cloud (Revenue Lifecycle Management), or a migration from CPQ to Revenue Cloud.
- Experience in the EdTech or education software industry.
- Background in billing, revenue accounting, or bookings, where data accuracy feeds financial reporting.
- Experience building SOPs, playbooks, and training for operations teams.
- Hands-on experience with Salesforce reports, dashboards, and validation rules.
- Familiarity with process automation tools and an eye for automation opportunities.
WHY THIS ROLE MATTERS
Salesforce contract data drives quoting, pipeline visibility, bookings, and commissions. When it's wrong, reps quote slower, forecasts drift, and Finance spends time correcting records after the fact.
This role is where the Center of Excellence's standards become daily practice. You'll shape how a brand-new team works, set the governance reps follow, and help build Revenue Cloud on clean data and sound logic. You'll grow a team of specialists and see the results in cleaner contracts, fewer exceptions, and faster deal flow.
Get in on all the awesome at Instructure!
We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:
- Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
- Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
- Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
- Comprehensive wellness programs and mental health support
- Learning and development resources, including professional development tools and tuition reimbursement, to support your growth
- The technology and tools you need to do your best work
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.
Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.
All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.
Any attempt to misrepresent personal or professional information will result in disqualification.
