Job Description:
We are seeking a detail-oriented and analytical Pre-Classification Specialist. This role is critical in ensuring accurate revenue recognition and opportunity classification by evaluating Salesforce opportunities and quote data according to defined renewal and reclassification policies.
The ideal candidate will be responsible for reviewing open opportunities, analyzing quote line items, and applying preclass and reclass logic using Salesforce dashboards and Excel-based tools. You will collaborate closely with our client's Sales Operations team.
Key Responsibilities:
- Analyze open opportunities and identify those requiring preclass or reclass actions using Salesforce reports and dashboards.
- Perform detailed data evaluation using quote-level and closed-won history reports to determine appropriate revenue classification.
- Execute preclass and reclass logic within macro-enabled Excel worksheets to calculate accurate ACV (Annual Contract Value) and TCV (Total Contract Value).
- Interpret historical product subscription data to determine renewal eligibility and reclassification needs based on product lifecycle and contract terms.
- Navigate Salesforce (Opportunities, Quotes, Quote Lines, Subscriptions, and CIDs) to validate and trace product data across customer accounts.
- Coordinate with Sales and Finance teams to validate large deals, complex scenarios, or special downgrade/upgrade cases.
- Follow Client's Preclass/Reclass Policy guidelines to ensure consistency and compliance in processing.
- Document all classification actions within Salesforce Opportunity records, including use of Reclass Observations and status indicators.
- Work with ServiceNow ticketing system to manage and update ticket numbers related to quote reviews and reclass requests.
- Manage Zero-Dollar Reclass and No-Reclass Required (NRR) scenarios with appropriate documentation and justification.
- Handle unique edge cases such as BOB loads, MSSP migrations, SKU transitions, multi-year renewals, and perpetual license upgrades.
- Act as a client-facing with clear and fluent English communication to explain classification decisions, address queries, and support external audits or validations.
Qualifications:
- Bachelor's degree in Business, Finance, Accounting, Information Systems, or related field.
- 2–5 years of experience in Sales Operations, Deal Desk, Revenue Operations, or CRM data quality roles.
- Knowledge of Salesforce CRM, including Opportunities, Quotes, and custom reporting.
- Proficiency in Microsoft Excel (including pivot tables, lookups, and macros).
- High attention to detail with strong analytical and data interpretation skills.
- Familiarity with SaaS product models, recurring revenue logic, and renewal classification best practices.
- Experience working with ticketing systems such as ServiceNow is preferred.
- Ability to work independently and prioritize tasks in a fast-paced, deadline-driven environment.
- Excellent verbal and written communication skills in English, with the ability to confidently handle client-facing discussions.
