Sr. Deal Desk Manager

Accountabilities:

Lead the end-to-end Deal Desk operating model, overseeing request intake, commercial reviews, approval workflows, contracting processes, and customer handoffs while establishing clear service levels and escalation procedures.
Partner with Sales teams on complex and non-standard transactions, developing commercially sound proposals aligned with business priorities and customer requirements.
Coordinate cross-functional deal reviews with Sales, Finance, Legal, Revenue Accounting, Product, and Customer Success to ensure timely and informed commercial decisions.
Evaluate deal structures, including pricing, discounts, contract duration, payment terms, product configurations, implementation requirements, and contractual conditions.
Provide sellers with actionable guidance on commercial options, pricing trade-offs, approval requirements, and strategies for progressing opportunities toward closure.
Ensure the accuracy and completeness of deal submissions, approval documentation, decision records, and downstream commercial handoffs.
Develop financial and analytical models to assess how discounting, product mix, deal size, payment structures, pipeline coverage, sales attainment, win rates, and sales cycles influence revenue, margins, profitability, and cash flow.
Evaluate the short- and long-term financial impact of proposed deals and commercial exceptions, considering profitability, customer lifetime value, and potential commercial precedents.
Analyze discount patterns, approval outcomes, exception rates, deal-cycle times, and loss reasons to identify commercial inefficiencies, revenue leakage, and opportunities for improvement.
Build scenario and sensitivity models to help leadership evaluate potential changes to pricing strategies, approval policies, and deal structures.
Develop and maintain reliable Deal Desk reporting frameworks, ensuring consistent metric definitions, accurate data, and actionable business insights.
Establish and maintain commercial approval matrices and pricing policies covering discounts, contractual exceptions, payment structures, product configurations, and other non-standard requests.
Maintain clear commercial playbooks that help sales teams distinguish standard transactions from exceptional requests and navigate approval processes efficiently.
Collaborate with Legal and Revenue Accounting to optimize contract language, streamline reviews, and ensure appropriate handling of non-standard commercial terms.
Oversee product catalogues, pricebooks, pricing rules, discount schedules, approval workflows, quote templates, and order-form processes.
Administer and optimize CPQ platforms, particularly DealHub or equivalent solutions, ensuring alignment between product configuration, pricing, approvals, contracting, and financial systems.
Maintain strong governance of Salesforce opportunity, product, pricebook, quote, and contract data to support accurate forecasting, reporting, and commission calculations.
Translate commercial requirements into scalable system configurations, integrations, and controls across Salesforce, CPQ, contracting, and finance platforms.
Lead requirements gathering, testing, release management, documentation, user training, adoption monitoring, and performance measurement for commercial technology improvements.
Identify and implement automation opportunities across Deal Desk and commission workflows, including request triage, data validation, approval routing, exception detection, document generation, and reporting.
Leverage AI-powered tools to improve commercial analysis, decision-making, and operational productivity while maintaining appropriate testing, security, and human oversight.
Establish and monitor key performance indicators, including approval turnaround times, discount leakage, exception rates, deal-cycle efficiency, payment accuracy, dispute volumes, and stakeholder satisfaction.
Lead cross-functional process improvement initiatives, balancing commercial agility, financial discipline, operational efficiency, and long-term scalability.
Requirements:
At least 4 years of professional experience in Deal Desk, Commercial Operations, Revenue Operations, Sales Operations, or a related commercial function within a B2B technology or SaaS organization.
Strong AI proficiency, with demonstrated experience incorporating AI tools into everyday workflows to improve productivity, analysis, and operational effectiveness.
Substantial hands-on experience reviewing, evaluating, and structuring complex or non-standard commercial transactions, including pricing, discounts, product configurations, contract durations, payment terms, and contractual conditions.
Strong commercial judgment and financial acumen, with a solid understanding of recurring revenue models, unit economics, profitability, cash flow, customer lifetime value, and commercial risk.
Advanced analytical and financial modeling skills, with the ability to connect sales activity and deal structures to revenue, margins, costs, and broader business performance.
Working knowledge of product catalogues, pricebooks, CPQ platforms, approval matrices, quoting processes, contracting, and order-form management.
Strong Salesforce expertise, particularly in opportunity management, products, pricebooks, quotes, contracts, reporting, automation, and data governance.
Practical experience administering or optimizing CPQ or Deal Desk platforms such as DealHub, Salesforce CPQ, or equivalent solutions.
Proven ability to collaborate with Sales, Finance, Legal, and Revenue Accounting teams to make informed and commercially sound decisions under tight deadlines.
Strong stakeholder management and communication skills, with the ability to influence cross-functional teams and explain complex commercial considerations clearly.
Excellent problem-solving, process design, project management, testing, documentation, and change-management capabilities.
Ability to balance strategic thinking with hands-on execution in a fast-paced, evolving business environment.
Additional advantages:
Direct experience administering DealHub and integrating CPQ workflows with Salesforce and downstream financial or contracting platforms.
Experience developing low-code automations or AI-enabled workflows for deal reviews, pricing analysis, document generation, anomaly detection, or management reporting.
Background supporting enterprise, multi-product, partner-led, or usage-based SaaS transactions.
Experience partnering with Finance or Revenue Accounting on revenue recognition, billing, payment terms, commission accruals, or contract economics.
Familiarity with SQL, business intelligence tools, data transformation, and data warehouse-based commercial reporting.
Experience within identity verification, fraud prevention, cybersecurity, or financial services technology.
Benefits:
Competitive annual salary: Base salary ranging from $130,000 to $150,000 USD, depending on experience, professional competencies, and geographic location.
Competitive compensation structure: Salary ranges aligned with industry standards and adjusted according to relevant market and location factors.
Remote flexibility: Opportunity to work remotely from the United States.
Career development: Opportunity to take ownership of strategic commercial operations and influence business-wide pricing, deal governance, and revenue processes.
Technology and innovation: Exposure to modern CPQ platforms, Salesforce optimization, AI-powered automation, and advanced commercial analytics.
Cross-functional collaboration: Opportunity to work closely with senior stakeholders across Sales, Finance, Legal, Product, and Customer Success.