Deals Desk Manager / Director

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

📋 Description

• Take ownership of the complete deal process, including quota creation, quoting, approvals, and bookings across the enterprise portfolio.

• Act as the main escalation point for non-standard and intricate transactions, balancing business growth with financial and legal constraints.

• Oversee and manage the transition from CPQ to RCA, ensuring seamless continuity and adoption leading up to the mid-August go-live.

• Consistently apply approval matrices and pricing guidelines across various deal types, segments, and regions.

• Collaborate with Sales, Finance, and Legal to maintain and refine deal policies, pricing structures, and discount guidelines.

• Develop and enforce a framework that allows for adaptability in high-value enterprise negotiations while avoiding setting precedent exceptions.

• Establish, track, and report on key performance indicators (KPIs) that reflect the health of the Deal Desk, such as cycle time, exception rate, ARR per deal, and approval SLA.

• Advocate for the ongoing automation of deal approvals and quote workflows, transitioning from manual processes to system governance.

• Promote the use of RCA and related tools within Sales and Customer Success; create training and enablement for process modifications.

• Manage Jira-based ticket workflows for the Deal Desk team, ensuring timely responses and efficient throughput.

• Lead and mentor 1 Deal Desk Analyst (Adriel), with plans to expand the team as the function grows.

• Foster a culture of operational excellence, consistent discipline, and composure under pressure.

• Collaborate with the VP of RevOps and the broader RevOps team on go-to-market strategies and commercial optimization.

⛳️ Requirements

• For Director level: a minimum of 10 years in Deal Desk, Revenue Operations, or related fields, with at least 5 years in a leadership position.

• For Manager level: 5-8 years of relevant experience with proven leadership or senior responsibility within a deal desk function.

• Extensive knowledge of SaaS pricing, discounting, ARR/NRR, and principles of revenue recognition.

• Experience with Salesforce CPQ is essential; familiarity with RCA (Revenue Cloud Advanced) is a significant advantage.

• A demonstrated history of upholding commercial policies while sustaining trusted relationships with Sales, Finance, and Legal.

• Experience working with challenging, high-performing sales professionals, along with a track record of respectfully and consistently pushing back.

• Experience in deal automation is a strong asset; familiarity with AI-assisted deal management is a differentiator.

• Jira experience is preferred.

🏝️ Benefits

• Competitive salary

• Stock options

• Health benefits

• Unlimited PTO

• Parental leave

• Tuition reimbursements

• And much more!