Deal Desk Analyst

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Act as the initial point of contact for deal inquiries, ensuring thorough inputs and clear specifications.

• Facilitate cross-departmental deal assessments with Sales, Finance, Legal, and RevOps.

• Keep precise deal documentation, approval context, and follow-up throughout the entire lifecycle.

• Collaborate with Sales at an early stage to define pricing strategy and commercial framework.

• Assist in structuring partner and channel deals in accordance with program regulations and margin expectations.

• Provide guidance on SaaS deal mechanics such as multi-year agreements, ramps, co-terms, migrations, and consolidations.

• Assess commercial risks, precedents, and downstream operational impacts to propose well-balanced deal structures.

• Analyze pricing, discount structures, contract terms, billing schedules, and escalator clauses.

• Work closely with Finance and Legal to evaluate commercial and contractual risks.

• Ensure that deal structures conform to financial metrics (ACV, ARR, MRR, TCV) and revenue recognition policies.

• Oversee approval workflows and escalate intricate deals with detailed analysis and recommendations.

• Uphold pricing policies, approval matrices, and commercial guidelines.

• Ensure that non-standard deals adhere to established exception processes.

• Recognize recurring exceptions and collaborate with RevOps to enhance policies, workflows, and systems.

• Serve as a trusted advisor to sellers on pricing strategies, packaging, and commercial positioning.

• Navigate trade-offs and concessions while safeguarding company interests.

• Assist sellers in understanding what is approvable, what necessitates escalation, and how to structure deals effectively.

• Utilize CRM, contract, pricing, and financial data to guide deal decisions.

• Ensure the accuracy of CRM/CPQ data to support reporting, audit preparedness, and downstream operations.

• Develop, configure, and verify quotes for new business, renewals, expansions, and intricate deal scenarios.

• Collaborate with sellers on product configuration, pricing, and commercial terms.

• Prepare comprehensive, compliant booking packages and guarantee a smooth transition to Order Management and Billing.

• Confirm quote accuracy to minimize downstream corrections.

• Monitor and analyze Deal Desk KPIs to foster continuous improvement.

⛳️ Requirements

• Excellent judgment and the ability to make informed decisions in ambiguous or non-standard deal situations.

• Proficient in Excel/spreadsheet capabilities, including financial analysis and deal modeling to support pricing, discounting, and deal evaluation.

• Capability to interpret commercial contract language (e.g., order forms, amendments, pricing exhibits) and identify deviations from standard terms.

• Practical experience with creating and managing quotes in a CPQ environment (Salesforce CPQ or similar is strongly preferred).

• Solid understanding of SaaS/subscription pricing, discounting, and commercial frameworks.

• Comfortable analyzing deal data, reports, and KPIs to identify trends, risks, and areas for improvement.

• Ability to manage multiple concurrent deals in a fast-paced, deadline-driven setting.

• High attention to detail complemented by strong analytical, organizational, and communication skills.

• Experience working across CRM, CPQ, and related quote-to-cash systems (e.g., billing, CLM, order management).

• Capability to operate independently in a growing environment.

🏝️ Benefits

• Employees have the option to work remotely.