Deal Strategy & Operations Manager

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

📋 Description

• Act as an individual contributor and strategic collaborator within the Commercial Strategy & Operations team

• Take ownership of the strategy and implementation of intricate, non-standard deals from pricing to closure

• Collaborate with US and international Sales teams to design and execute complex, high-value enterprise transactions

• Develop deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience

• Manage approval workflows and escalations from the initial quote to the final signature

• Convert deal data, discount trends, and outcomes into actionable insights

• Facilitate win/loss and deal retrospectives

• Ensure that deal structures comply with revenue recognition principles and align with the company’s financial objectives

• Propel enhancements throughout the quote-to-cash lifecycle

• Define business requirements and collaborate with systems teams on CPQ, CLM, and Salesforce improvements

• Lead User Acceptance Testing (UAT) and the implementation of new deal processes and tools

• Represent Deal Strategy & Operations in high-priority cross-functional projects

• Standardize and document workflows

• Provide training to Sales on pricing, deal construction, and quoting

• Maintain a self-service Deal Strategy Playbook

⛳️ Requirements

• Over 5 years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Ops, or Sales Operations

• Demonstrated ownership of complex enterprise SaaS deals from quote through to cash

• Practical experience in administering or optimizing CPQ tools

• Strong proficiency in Salesforce, particularly in quoting, approvals, and deal reporting

• Comprehensive understanding of enterprise SaaS contracting principles (order forms, MSA, DPA, SOW)

• Outstanding communication abilities paired with high emotional intelligence; capable of influencing without direct authority

• Comfortable working through ambiguity and making decisions in fast-paced environments

• Located in India, working standard IST business hours (8:30 AM to 6:30 PM) with the flexibility for one late-day team call each week

🏝️ Benefits

• Competitive, location-based compensation

• Equity options

• Comprehensive benefits package for you and your family