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United States
Hybrid
Deal Desk Strategy and Deal Execution
Own the Deal Desk operating model from request intake through commercial review, approval, contracting and handoff, with clear service levels, decision rights and escalation paths.
Act as a strategic partner to Sales on complex and non-standard deals, helping teams structure proposals that are commercially sound, executable and aligned with company priorities.
Lead cross-functional deal reviews with Sales, Finance, Legal, Revenue Accounting, Product and Customer Success, ensuring the right stakeholders engage at the right point.
Evaluate pricing, discounts, contract duration, payment structure, product configuration, commercial terms and implementation requirements as part of an integrated deal assessment.
Provide clear, timely guidance to sellers on available options, trade-offs, required approvals and the path to close.
Own the quality and completeness of deal submissions, approval records, decision rationale and downstream commercial handoffs.
Deal Economics Pricing and Commercial Analytics
Build data models that show how discounting, deal structure, product mix, payment terms, attainment, pipeline coverage, win rate, deal size and sales cycle affect revenue, margin and cash outcomes.
Assess the economic impact of proposed deals and exceptions, including short- and long-term revenue, profitability, precedent and customer-lifetime considerations.
Analyse discount requests, approval outcomes, exception rates, cycle times and loss reasons to identify recurring friction, commercial leakage and opportunities to improve policy or enablement.
Develop scenario and sensitivity models that help leaders understand the impact of pricing, approval-policy or deal-structure changes before implementation.
Create trusted Deal Desk reporting with clear metric definitions, source-of-truth logic and data-quality controls, and translate the findings into specific recommendations.
Commercial Governance and Policy
Design and maintain approval matrices and commercial guardrails for discounts, non-standard terms, products, contract duration, payment structures and other deal exceptions.
Maintain a clear commercial playbook that distinguishes standard from non-standard requests and gives sellers practical guidance on how to progress each scenario.
Partner with Legal and Revenue Accounting to improve the use of pre-approved language, reduce unnecessary review and ensure non-standard requests follow the correct route.
Monitor policy effectiveness and recommend changes when observed deal outcomes, market conditions or business priorities justify an adjustment.
Maintain appropriate controls, documentation and audit trails without introducing unnecessary friction into the sales process.
Pricebooks CPQ and Commercial Systems
Own the operational governance of product catalogues, pricebooks, pricing rules, discount schedules, approval workflows, quote templates and order-form processes.
Administer and optimise DealHub or an equivalent CPQ platform, ensuring product configuration, pricing, approvals, contracts and downstream handoffs remain aligned.
Maintain strong working knowledge of the Salesforce opportunity, product, pricebook, quote and contract data model and the dependencies that affect forecasting, reporting and commissions.
Translate commercial requirements into scalable system configuration, integrations and controls across Salesforce, CPQ, contracting and finance tools.
Own requirements gathering, testing, release readiness, documentation, enablement, adoption monitoring and post-launch measurement for commercial-system changes.
Automation Process Improvement and Leadership
Automate repeatable Deal Desk and commission activities, including data validation, request triage, approval routing, exception detection, document generation and reporting.
Apply AI where it improves analysis, decision quality or team capacity, with appropriate testing, human oversight, security and measurable business outcomes.
Establish operating metrics covering approval turnaround, exception rate, discount leakage, deal-cycle impact, payment accuracy, dispute volume and stakeholder experience.
Lead cross-functional improvement initiatives from diagnosis through implementation, balancing commercial speed, economic control and long-term scalability.
4+ years of experience in Deal Desk, Commercial Operations, Revenue Operations, Sales Operations or an equivalent commercial role in a B2B technology or SaaS environment.
AI fluency – the desired candidate uses AI natively in their day-to-day to optimize how the work.
Substantial hands-on experience reviewing and structuring complex or non-standard deals, including pricing, discounts, products, contract duration, payment structures and commercial terms.
Strong commercial and economic judgement, with an understanding of recurring-revenue mechanics, unit economics, profitability, cash flow, customer lifetime value and commercial precedent.
Advanced analytical and financial-modelling capability, with the ability to connect deal activity and seller behaviour to revenue, margin, cost and operating outcomes.
Working knowledge of product catalogues, pricebooks, CPQ software, approval matrices, quoting, contracting and order-form processes.
Strong Salesforce proficiency, particularly across opportunities, products, pricebooks, quotes, contracts, reporting, automation and data-quality governance.
Experience administering or optimising a CPQ or Deal Desk platform such as DealHub, Salesforce CPQ or an equivalent solution.
Experience working across Sales, Finance, Legal and Revenue Accounting to reach clear, defensible commercial decisions under time pressure.
Strong stakeholder management, structured problem solving, process design, testing, documentation and change-management skills.
Direct experience administering DealHub and integrating CPQ processes with Salesforce and downstream finance or contracting systems.
Experience building low-code automations or AI-enabled workflows for deal review, pricing analysis, document generation, anomaly detection or management reporting.
Experience supporting enterprise, multi-product, partner-led or usage-based SaaS deals.
Experience partnering with Finance or Revenue Accounting on revenue recognition, billing, payment terms, commission accruals or contract economics.
Experience with SQL, BI tools, data transformation or warehouse-based commercial reporting.
Experience in identity verification, fraud, cybersecurity or financial services technology.
