Senior Deal Desk Manager (Sales Operations Department)

Semrush - Jacksonville, FL

Full-time - Mid Level

Jacksonville, FL

501-1,000 employees

Professional, Scientific, and Technical Services

About the position

As a Senior Deal Desk Manager at Semrush, you will play a pivotal role in supporting our sales operations by implementing functional processes and driving them to completion. You will serve as a trusted adviser to the sales team, collaborating on pricing, product, and commercial terms for non-standard and complex Enterprise-scale transactions. Your responsibilities will include continuously building, assessing, and improving deal desk processes to enhance efficiency and effectiveness, adapting to the evolving needs of the business. In this role, you will build and lead a team of deal desk professionals tasked with supporting a growing global SaaS organization in achieving its sales goals within a hybrid Product-Led Growth (PLG) and Sales-Led Growth (SLG) environment. You will partner with key functions to ensure outcomes align with client expectations and internal requirements, such as revenue and legal compliance. Additionally, you will work to increase the competency of the sales teams by enabling them to develop structuring and negotiation skills. You will ensure that sales and negotiation strategies adhere to established discounting, legal, and revenue guidelines, policies, and standards. Your role will also involve ensuring transactions comply with revenue recognition and business operational policies that meet Semrush's margins and revenue growth goals. You will liaise between Sales and Revenue Accounting on accounting close questions and collaborate with cross-functional teams across multiple time zones. Providing deal contract guidance to Sales and Sales Management will be a key part of your responsibilities, leveraging your knowledge and experience from multiple products and packaging. You will train, mentor, and enable global Sales teams, Sales Operations teams, and internal stakeholders on deal structure principles, pricing, and packaging. Furthermore, you will analyze historical deal performance to provide insights that optimize future deals and contribute to data-driven decision-making processes.

Responsibilities

• Be the trusted adviser to the sales team, collaborating on pricing, product, and commercial terms for non-standard and/or complex Enterprise-scale transactions.
• Continuously build, assess, and improve deal desk processes to enhance efficiency and effectiveness, adapting to the evolving needs of the business.
• Build and lead a team of deal desk professionals to support a growing global SaaS organization in achieving sales goals in a hybrid PLG and SLG environment.
• Partner with key functions to deliver outcomes aligned with client expectations and internal requirements (i.e., revenue, legal, etc...).
• Increase the competency of the sales teams by enabling them to deal with structuring and negotiation skills.
• Ensure sales and negotiation strategies adhere to established discounting, legal & revenue guidelines, policies, and standards.
• Ensure transactions comply with revenue recognition and business operational policies that meet Semrush's margins and revenue growth goals.
• Liaise between Sales and Revenue Accounting on accounting close questions and cross-functional teams in multiple time zones.
• Provide deal contract guidance to Sales and Sales Management, leveraging your knowledge and experience from multiple products and packaging.
• Train, mentor, and enable global Sales teams, Sales Operations teams, and internal stakeholders on deal structure principles, pricing, and packaging.
• Partner with sales, finance, legal, and other stakeholders to streamline processes, resolve issues, and drive consistency in deal execution.
• Analyze historical deal performance, providing insights to optimize future deals and contribute to data-driven decision-making processes.

Requirements

• Experience in an internal sales organization supporting a Sales team for a US/EMEA HQ company.
• 5-7 years of experience in a finance, deal desk, contracts, sales operations, or revenue role; Software/SaaS experience required.
• Ability to collaborate with internal teams to identify mutually acceptable commercial operations to facilitate deal closure.
• Execution-oriented with the ability to thrive in a fast-paced, dynamic environment, and comfortable with building scalable processes.
• Demonstrated success with large, complex commercial and legal negotiations working with finance, legal, IT, and business teams.
• Strong business/commercial acumen with excellent communication skills-verbal and written-coupled with the ability to develop and maintain trusted relationships with Sales teams.
• Self-motivated and able to work under pressure; dependable with deliverables and deadlines; able to multitask.
• Bachelor's degree in Business, Finance, or related field; MBA is a plus.
• A thorough understanding of the sales process and the ability to navigate and progress through long, complex sales cycles.
• Flexible to work extended hours during peak periods.
• Familiarity with CRM and CLM systems.

Nice-to-haves

• Experience with Salesforce CPQ is a plus.

Benefits

• Low cost medical, dental, and vision plans
• Dependent Care Savings Accounts and Flexible Spending Accounts
• Employee Assistance Program
• 401(k) plan with flexible ways to save and fully vested employer match up to 4%
• Unlimited PTO
• Paid parental leave
• Short-term and Long-term Disability
• Accidental death and dismemberment (AD&D) insurance
• Life Insurance
• Travel Insurance
• Corporate Events
• Snacks, coffee, tea