About the Opportunity
We are executing a commercial transformation in our EHS & ESG business unit which sells complex solutions to Fortune 500 companies navigating environmental reporting, process safety, and operational risk. This role owns the Pipeline to Renewals domain: the processes, tools, and governance that spans opportunity management, forecasting inputs, pricing and quoting, approval workflows, order handoff, and end-to-end renewals process ownership.
Two strategic imperatives make this role uniquely high impact right now. First, we are in the early stages of optimizing our forecasting process and need dedicated ownership to drive adoption and accuracy. Second, we are transitioning our product strategy from point solution sales to an integrated platform with AI orchestration a shift that has direct implications for how we price, quote, and renew. If you are energized by process complexity and commercial transformation, this role is for you
What You Will Own
CPQ, Deal Desk & Pricing Infrastructure
• Own the operational design and execution support for the Deal Desk, including quoting coordination, deal
structuring support, and approval workflows, so Sales can move quickly and accurately through commercial
terms.
• Partner with business stakeholders to translate pricing and packaging decisions into Salesforce CPQ
designing a scalable architecture that supports the company’s transition to an integrated platform model,
and defining the customer migration process to move existing customers from legacy pricing to new
structures.
• Serve as Business Process Owner for all Pipeline-to-Booking (P2B) processes within the shared tech stack
(Salesforce, Salesforce CPQ) owning process design, governance, requirement prioritization, adoption,
and performance measurement, while partnering with central IT on technical delivery, and with Sales,
Finance, and Business Operations to drive process adherence and successful rollout.
Renewals & Revenue Protection
• Own continuous improvement of the renewals process, transforming it from manual and fragmented to
streamlined and automated where possible implementing amendment-based processing, contract
consolidation, and proactive workflows that reduce friction and protect incremental revenue and AI executed
capabilities where possible.
• Connect renewals to account hierarchies, contact roles, and decision-maker records in Salesforce to
eliminate blind spots at critical renewal moments.
Pipeline Governance & Forecast Enablement
• Refine and govern the opportunity management process stage definitions, gating criteria, CRM field
standards, revenue type classification, and closed-lost taxonomy building on existing frameworks and
closing gaps.
• Own forecast operating model and enablement: drive adoption of the forecasting process, improve
accuracy by incorporating deal health signals and risk factors, and build the cadence and data hygiene that
gives Sales leadership confidence in the number.
• Support redefinition/expansion of the opportunity management process against evolving product strategy
and GTM motions
AI, Reporting & Cross-Functional Collaboration
• Actively leverage AI tools and agents to automate manual processes, surface deal health signals, and
reduce administrative burden on Sales and Deal Desk with a hands-on, curious approach to emerging
tools.
• Own business reporting requirements and insights needs for P2B reporting, partnering with central IT on
reliable reporting delivery while building ad hoc analysis to investigate deal velocity, pipeline health, forecast
variance, and renewal performance, and support Sales Analysts to surface actionable insights for the Sales
team
• Work with the Business Operations team to drive adoption of quoting, renewal, and revenue recognition
processes; collaborate with the Top of Funnel RevOps Manager on clean funnel hand-offs and with the
Sales Enablement Manager on GTM motion implementation.
What We’re Looking For
Required
• 5+ years in Revenue Operations or Sales Operations with clear ownership of pipeline management,
quoting, and/or renewals in a B2B environment.
• Hands-on proficiency with Salesforce CRM and Salesforce CPQ price book management, quoting
workflows, and deal structuring in a business process capacity (system administration managed by central
IT).
• Experience owning a renewals process including automation, contract consolidation, and NRR/GRR
performance management.
• Proven ability to govern pipeline processes, enable forecasting adoption, and drive CRM data quality across
a sales organization.
• Experience supporting a Deal Desk function, including quoting support and approval workflow design.
• Proven Business Process Owner in a matrixed organization influencing without authority, driving change
management, and holding teams accountable.
• Appetite and aptitude for AI tools and agents: hands-on experience or a clear track record of rapidly
adopting emerging tools to improve operational efficiency.
• Comfortable building structure in ambiguity doesn’t wait for perfect conditions to move.
Preferred
• Experience with Clari for forecasting and pipeline inspection.
• Familiarity with ERP-to-CRM integration — understanding how ERP data flows inform CPQ configuration,
revenue recognition, and financial reporting alignment.
• Experience with Salesforce Revenue Cloud — an emerging platform with limited market adoption; exposure
or genuine curiosity is a meaningful differentiator.
• Experience managing pricing model migrations or customer transitions to new commercial structures.
• Background in complex enterprise B2B with long sales cycles, mixed subscription and professional services
revenue, and multi-stakeholder buying committees.
• Exposure to EHS, ESG, sustainability, or industrial/process safety software markets.
Why This Role, Why Now
The Pipeline to Bookings domain sits at the intersection of our most urgent priorities: improving forecast reliability,
enabling a product strategy shift that changes how we price and sell, and protecting the renewal revenue that
funds our growth. Four RevOps roles are being hired concurrently this is a team being built, not a backfill, with
executive sponsorship and a clear mandate to transform.
This role is part of a newly formed Revenue Operations function within the EHS & ESG Business Unit, built to support a
comprehensive commercial transformation.
Our Interview PracticesTo maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Compensation:
$98,500.00 - $172,700.00 USDThis role is eligible for Bonus.
Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.
Additional Information:Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.
Skills Required
- 5+ years in Revenue Operations or Sales Operations with ownership of pipeline management, quoting, and/or renewals in a B2B environment.
- Hands-on proficiency with Salesforce CRM and Salesforce CPQ price book management, quoting workflows, and deal structuring.
- Experience owning a renewals process including automation, contract consolidation, and NRR/GRR performance management.
- Proven ability to govern pipeline processes, enable forecasting adoption, and drive CRM data quality across a sales organization.
- Experience supporting a Deal Desk function, including quoting support and approval workflow design.
- Proven Business Process Owner in a matrixed organization influencing without authority and driving change management.
- Appetite and aptitude for AI tools and agents; hands-on experience or rapid adoption track record.
- Comfortable building structure in ambiguity and driving initiatives without perfect conditions.
- Experience with Clari for forecasting and pipeline inspection.
- Familiarity with ERP-to-CRM integration and how ERP data informs CPQ configuration and revenue recognition.
- Experience with Salesforce Revenue Cloud.
- Experience managing pricing model migrations or customer transitions to new commercial structures.
- Background in complex enterprise B2B with long sales cycles and mixed subscription and professional services revenue.
- Exposure to EHS, ESG, sustainability, or industrial/process safety software markets.
Wolters Kluwer Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Wolters Kluwer and has not been reviewed or approved by Wolters Kluwer.
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Leave & Time Off Breadth — Time away benefits are positioned as broad, spanning vacation and sick time plus paid holidays and other covered leave types. Paid parental and caregiver leave, bereavement leave, and a volunteer day contribute to a more comprehensive time-off offering.
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Retirement Support — Retirement support is framed as meaningful through access to a 401(k)/retirement plan paired with company matching and additional contribution features in some descriptions. This is reinforced by mentions of profit sharing and other long-term savings-oriented programs.
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Parental & Family Support — Family-oriented support stands out through adoption assistance and paid parental leave provisions. These benefits are described alongside other caregiver supports that extend beyond basic leave categories.
Wolters Kluwer Insights
What We Do
Wolters Kluwer (www.wolterskluwer.com) is a global leader in information services and solutions for professionals in the health, tax and accounting, risk and compliance, finance and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services. Founded in 1836 and headquartered in Alphen aan den Rijn, the Netherlands, the company serves customers in over 180 countries, maintains operations in over 40 countries and employs 18,600 people worldwide. Wolters Kluwer reported 2019 annual revenues of €4.6 billion. Listed on Euronext Amsterdam, Wolters Kluwer shares (WKL) are included in the AEX and Euronext 100 indices. Wolters Kluwer has a sponsored Level 1 American Depositary Receipt program. The ADRs are traded on the over-the-counter market in the U.S. (WTKWY).
