Deal Desk Manager

📋 Description

• Take charge of the complete commission operations, encompassing monthly calculations, validation, and prompt payouts of commissions throughout the sales organization — ensuring precision, consistency, and comprehensive auditability at every step.

• Act as the main point of contact for all commission-related questions from the sales team, swiftly and transparently resolving disputes, and fostering the trust that comes with an efficiently managed compensation function.

• Spearhead the design and governance of commission plans in collaboration with Sales, Finance, and RevOps — converting business goals into incentive frameworks that encourage the desired behaviors, balancing simplicity for representatives with adaptability for the business.

• Sustain and continuously enhance compensation policy documentation, guaranteeing clarity and consistency regarding quotas, crediting rules, accelerators, clawbacks, and exceptions — ensuring that representatives and managers are never left guessing about their performance measurements.

• Examine payout trends, attainment distributions, and plan effectiveness regularly, uncovering insights that inform compensation strategy and assist leadership in making data-driven decisions during each planning cycle.

• Collaborate with Finance on accruals, forecasting, and compensation-related reporting, ensuring that commission liabilities are accurately represented and that the business has clear visibility into its compensation expenditures.

• Oversee commission tool administration — configuring, maintaining, and enhancing the systems used for calculating and tracking compensation, whether it's a dedicated ICM platform or a Salesforce-based solution.

• Facilitate pricing and deal desk operations by managing discount frameworks, approval protocols, and CPQ tools in collaboration with Sales and Finance — ensuring that quotes are accurate, compliant, and progress through the approval process efficiently.

• Empower the sales team on both commission plan mechanics and quoting procedures, offering training and clear documentation that minimizes confusion and allows representatives to concentrate on selling.

• Monitor and report on deal metrics including discount trends, deal cycle durations, and approval patterns to aid pricing decisions and enhance overall sales performance visibility.

⛳️ Requirements

• 4–6 years of experience in Sales Compensation, Revenue Operations, or Deal Desk roles within a B2B SaaS environment.

• In-depth knowledge of sales compensation plan design, quota-setting, payout operations, dispute resolution, and compensation governance, which is central to the role.

• Experience in administering or optimizing a commission management tool (e.g., QuotaPath, CaptivateIQ, Spiff, Xactly, or similar).

• Understanding of SaaS pricing models, CPQ systems, and deal structuring — sufficient to manage quoting operations and collaborate effectively with Sales and Finance on deal execution.

• Practical experience with CPQ tools (e.g., Salesforce CPQ, DealHub, or similar) is an advantage.

• Strong analytical skills, capable of modeling compensation scenarios, identifying payout discrepancies, and converting data into actionable insights.

• Proven ability to work collaboratively across functions with Sales, Finance, Legal, and RevOps in a high-growth, fast-paced environment.

• Background in a startup or high-growth company where you have had to build or significantly enhance compensation processes from scratch.

🏝️ Benefits

• Flexible PTO

• Competitive salary

• Stock options

• Full health coverage