Deal Desk Analyst

📋 Description

• Act as the primary point of contact for deal inquiries, ensuring all inputs are complete and requirements are clearly defined.

• Facilitate cross-departmental deal evaluations involving Sales, Finance, Legal, and RevOps.

• Keep precise deal documentation, context for approvals, and ensure follow-through throughout the deal lifecycle.

• Collaborate with Sales from the outset to refine pricing strategies and commercial frameworks.

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

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

• Assess commercial risks, precedents, and operational implications to propose equitable deal structures.

• Analyze pricing, discounting, contract terms, billing schedules, and escalation clauses.

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

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

• Oversee approval processes and elevate complex deals with thorough analysis and recommendations.

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

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

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

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

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

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

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

• Prepare thorough, compliant booking packages and ensure a seamless transition to Order Management and Billing.

• Monitor and evaluate Deal Desk KPIs to foster continual improvement.

⛳️ Requirements

• Exceptional judgment with the capacity to make sound decisions in ambiguous or non-standard deal situations.

• Proficient Excel/spreadsheet skills, encompassing financial analysis and deal modeling to aid in pricing, discounting, and deal assessment.

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

• Practical experience in generating and supporting quotes within a CPQ setting (Salesforce CPQ or similar preferred).

• Strong grasp of SaaS/subscription pricing, discounting, and commercial frameworks.

• Comfortable analyzing deal data, reports, and KPIs to uncover trends, risks, and opportunities for enhancement.

• Ability to manage multiple simultaneous deals in a dynamic, deadline-oriented environment.

• Keen attention to detail, paired with strong analytical, organizational, and communication abilities.

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

• Ability to work independently in a growing environment.

• Bachelor’s degree or equivalent professional experience.

• 2–5+ years of experience in Deal Desk, Sales Operations, Revenue Operations, Pricing, Finance, Contracts, or Order Management within a B2B SaaS or software context.

🏝️ Benefits

• Remote work opportunity.

• Minimal travel requirements.