About the position
The Sr. Deal Desk Manager is responsible for managing and optimizing the end-to-end deal lifecycle, including pricing, deal structuring, and compliance. This role ensures the seamless execution of deal processes while aligning with organizational goals, legal requirements, and revenue recognition standards. The manager will own the deal management processes, drive process improvements, and advise cross-functional teams, including Sales, Customer Success, Finance, and Legal. Additionally, this role supports strategic initiatives such as business process automation and best-practice enablement for deal management processes. Reporting to the Sr. Director of Revenue Operations, this position will play a pivotal role in scaling and streamlining global deal operations, ensuring efficiency, and driving business outcomes. The ideal candidate will be comfortable operating in a high-growth, fast-paced environment and possess a blend of interpersonal and analytical skills to influence cross-functional teams.
Responsibilities
- Deal Process Management
- Manage weekly, monthly, and quarterly deal booking and reporting.
- Process manage deal processes from structuring and pricing to final approval.
- Support sales with advanced deal modeling and pricing.
- Address open-ended go-to-market questions and implement measurable solutions.
- Develop and refine pricing and packaging strategies to ensure market competitiveness.
- Execute initiatives on pricing strategy, deal modeling, and value engineering.
- Manage price books to optimize sales cycles and margins.
- Baseline deal desk metrics and processes to improve deal velocity and margins.
- Optimize approval workflows to minimize delay while ensuring a proper review cycle.
- Work closely with enablement team to identify and drive rapid adoption of best practices across teams.
- Act as a trusted advisor to the sales team on deal strategies and compliance.
- Build strong partnerships with key stakeholders (e.g., Products, Finance, Legal) to expedite approvals.
- Ensure adherence to legal and fiscal regulations in partnership with Legal and Accounting.
- Enforce compliance with quoting policies, including discounting and non-standard terms.
- Oversee non-standard deal requests, ensuring operational and revenue recognition standards.
- Partner with Business Systems to build scalable quoting and deal management infrastructure.
- Evaluate and recommend relevant technologies that could enhance quote-to-cash cycle and GTM efficiency.
- Stay updated with the latest CPQ technologies and automation software.
- Serve as SME on product packaging and CPQ.
- Assist in training and providing resources for the sales, marketing, and customer success teams to ensure effective use of tools.
- Create process documents, present during meetings, and offer one-on-one sessions as needed.
Requirements
- Bachelor's degree in business, Finance, STEM, or a related field
- Minimum 5 years of experience in a Deal Desk, Revenue Operations, or Sales Operations role within a technology or SaaS company.
- Minimum 3 years of hands-on experience working with Salesforce and Salesforce CPQ
- Proven track record in managing complex deals and managing pricing operations in a B2B environment.
- Experience with B2B sales organizations and the ability to understand and navigate complex enterprise sales cycles
- Demonstrated ability to analyze deal economics and structure deals quantitatively
- Experienced in building and managing multiple price books, approval matrices, and discount curves.
- Strong understanding of SaaS subscription business and related KPIs.
Nice-to-haves
- Familiarity with revenue recognition standards (IFRS 15 / ASC 606) and their application in deal structuring.
- Team management experience
- Implementation experience of Salesforce CPQ
- Implementation and/or operation experience of CLM (Contract Lifecycle Management) tool
- Operation experience with ERP (especially NetSuite)
Benefits
- Salary $135,000- $155,000
- Company Paid Health Care, Dental, and Vision Coverage
- Three Health Care Plan Options
- Generous PTO and Sick Leave
- 401(K)
- Disability and Life Insurance Benefits
- $50 phone stipend per pay period
