Director, Quote to Cash Systems

ABOUT THIS POSITIONThe Director, Quote-to-Cash Systems is the system owner and operational leader for Waystar's end-to-end revenue lifecycle within the Information Systems & Infrastructure Operations (IS&IO) organization. This role anchors on Salesforce as the core Q2C system of record while governing a curated hybrid stack of best-of-breed applications — and sits within IS&IO to reflect the enterprise infrastructure ownership, governance accountability, and cross-functional authority required at this level.The Director leads a team of three direct reports, oversees the Q2C Center of Excellence, and serves as the primary executive escalation point across Revenue Operations, Finance, Sales, and Legal for all quote-to-cash systems matters.WHAT YOU'LL DOPLATFORM STRATEGY & ARCHITECTUREDefine and own the hybrid Q2C architecture: Salesforce as the core system of record + Conga CLM, LinkSquares, Waystar billing platform, Oracle NetSuite, and Planview as integrated best-of-breed applicationsLead platform evaluation, vendor selection, and rationalization decisions — producing business cases with TCO, NRR impact, and integration risk analysis for SVP and executive reviewMaintain a rolling 18–36 month Q2C systems roadmap aligned to revenue growth, ASC 606 compliance, operational efficiency, and IS&IO infrastructure prioritiesPartner with Data Engineering and IS&IO architecture teams to ensure Snowflake and BigQuery pipelines reflect clean, auditable, ASC 606-aligned Q2C data flowsEvaluate and assess emerging Q2C technologies, AI-driven automation tools, and integration patterns for relevance to Waystar's hybrid architectureTEAM LEADERSHIP & COE OPERATIONSLead and develop a team of three direct reports: Sr. CPQ Analyst, Billing Platform Functional Analyst, and PM Tool AdministratorEstablish and operate the Q2C Center of Excellence within IS&IO: governance cadence, RACI, release management, and change control processesSet team OKRs tied to quote-to-cash cycle time reduction, quote accuracy rates, billing error rates, and system uptime SLAsDevelop cross-training and career development plans to eliminate single-point-of-failure risk across the Q2C platform portfolioFoster a culture of continuous improvement, operational rigor, and business partnership across the Q2C systems teamPROCESS EXCELLENCE & INTEGRATIONDrive continuous improvement across the full Q2C lifecycle: Opportunity Quote Contract Order Billing Invoice Revenue RecognitionOwn integration design across all Q2C system boundaries; ensure field-level data fidelity and MuleSoft / Azure Data Factory pipeline healthIdentify and eliminate manual process gaps — specifically bill plan creation failures, lead-to-customer mapping exceptions, and invoice activation lagPartner with Finance on ASC 606 revenue recognition configuration and with Legal on contract data governance in LinkSquaresDefine and enforce data standards, field mapping governance, and object model consistency across the Q2C platform portfolioSTAKEHOLDER PARTNERSHIP & GOVERNANCEServe as primary system owner and executive escalation point for Revenue Operations, Finance, Sales, Legal, and the broader IS&IO organizationPresent Q2C performance metrics, roadmap updates, and capital investment proposals to the SVP, IS&IO and cross-functional C-suite stakeholdersManage strategic vendor relationships with Salesforce, Conga, Oracle, Planview, and adjacent platform partnersRepresent IS&IO in enterprise architecture reviews and technology governance forums relevant to the Q2C domainMaintain and communicate a Q2C systems health dashboard to executive stakeholders on a monthly cadenceWHAT YOU'LL NEED8+ years in Revenue Operations, Sales Operations, or enterprise systems leadership — with 3+ years managing direct reports in an IS/IT or RevOps organizationHands-on Salesforce CPQ configuration experience; demonstrated ability to design and govern hybrid Q2C architectures spanning CPQ, CLM, billing, and ERPWorking knowledge of ASC 606 / IFRS 15 and how revenue recognition requirements drive system design and configuration decisionsStrong data fluency — able to write and review technical requirements for Snowflake / BigQuery data models supporting Q2C analytics and financial reportingExperience reporting to or closely partnering with infrastructure or IS leadership at $500M+ revenue companiesDemonstrated ability to manage cross-functional stakeholders including Finance, Sales, Legal, and IT in a matrixed enterprise environmentBONUS POINTSSalesforce CPQ Administrator or Architect certificationConga CLM or DocuSign CLM implementation or administration experienceOracle NetSuite ERP integration experience — billing, invoicing, or revenue recognition modulesFamiliarity with MuleSoft or Azure Data Factory for Q2C integration orchestrationExposure to Tasktop or comparable project tool integration platformsExperience with AI-driven Q2C automation: auto-renewal logic, intelligent pricing, or contract data extraction (e.g., LinkSquares AI)Healthcare technology or SaaS recurring revenue business model experienceABOUT WAYSTARThrough a smart platform and better experience, Waystar helps providers simplify healthcare payments and yield powerful results throughout the complete revenue cycle.Waystar’s healthcare payments platform combines innovative, cloud-based technology, robust data, and unparalleled client support to streamline workflows and improve financials so providers can focus on what matters most: their patients and communities. Waystar is trusted by 1M+ providers, 1K+ hospitals and health systems, and is connected to over 5K commercial and Medicaid/Medicare payers. We are deeply committed to living out our organizational values: honesty; kindness; passion; curiosity; fanatical focus; best work, always; making it happen; and joyful, optimistic & fun.Waystar products have won multiple Best in KLAS or Category Leader awards since 2010 and earned multiple #1 rankings from Black Book surveys since 2012. The Waystar platform supports more than 500,000 providers, 1,000 health systems and hospitals, and 5,000 payers and health plans. For more information, visit waystar.com or follow @Waystar on Twitter. WAYSTAR PERKSCompetitive total rewards (base salary + bonus, if applicable)Customizable benefits package (3 medical plans with Health Saving Account company match)We offer generous paid time off for our non-exempt team members, starting with 3 weeks + 13 paid holidays, including 2 personal floating holidays. We also offer flexible time off for our exempt team members + 13 paid holidaysPaid parental leave (including maternity + paternity leave)Education assistance opportunities and free LinkedIn Learning accessFree mental health and family planning programs, including adoption assistance and fertility support401(K) program with company matchPet insuranceEmployee resource groupsWaystar is proud to be an equal opportunity workplace. We celebrate, value, and support diversity and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, marital status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.SummaryLocation: Atlanta, GAType: Full time