Manager, Deal Desk

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

📋 Description

• Act as the reliable deal partner for the field on intricate, high-value enterprise opportunities; managing the process from deal structuring and quoting to approvals and signature.

• Formulate contracts and licensing agreements with some of the largest companies globally: utilizing consumption/usage-based models, multi-year & ramped commitments, co-sell and marketplace transactions, and enterprise frameworks.

• Take ownership of the quote-to-contract process: ensure precision, enforce approval workflows, and maintain momentum on deals with urgency, particularly at quarter- and year-end.

• Serve as the connective link across Sales, Finance, Legal, Product, and Revenue Operations; fostering alignment and swift, sound decisions on pricing, terms, and deal optimization.

• Develop and improve Deal Desk processes, approval matrices (delegation of authority), and playbooks, evolving from a maturing baseline into a scalable, referenceable, and repeatable system.

• Enhance and expand the tooling stack (CRM/CPQ/CLM and approval workflows), collaborating with Revenue Operations to automate manual tasks, shorten cycle times, boost adoption, and enhance standardization.

• Proactively identify gaps and rectify them using automation, AI, and clean data to enhance deal velocity, quote accuracy, and margin protection.

• Convert sales team and customer feedback into process enhancements, defining what 'good' looks like as the team and deal volume expand.

• Ensure pricing integrity and margin protection while facilitating a swift and predictable path to 'yes' for representatives.

• Collaborate on pricing strategy and packaging; provide insights from the deal pipeline to guide discounting guardrails and commercial policy.

• Create sales enablement and self-service guidance to ensure representatives know how to structure deals correctly the first time.

• Establish the groundwork for a future team: documentation, standards, and scalable processes that a growing Deal Desk can operate on.

⛳️ Requirements

• 4-6 years of experience in deal desk, sales operations, revenue operations, enterprise sales, contracts/commercial, or a similar role; or a proven track record demonstrating your ability to learn quickly. We value capability and judgment over specific titles.

• Strong understanding of the key components of an enterprise deal: pricing and discounting, commercial structure, and fundamental legal concepts (MSAs, order forms, redlines, liability, term/renewal).

• Demonstrated ability to drive deals to closure: organized, diligent, and composed under quarter-end pressure, with a proactive mindset and unwavering determination to accomplish tasks.

• A builder’s mindset: you identify inefficiencies, design improved processes, and enhance systems rather than merely operating within them.

• Comfortable navigating SaaS and enterprise complexities; able to engage with the world’s largest organizations and their procurement, security, and legal teams.

• Proficient with CRM and deal tooling (e.g., Salesforce) and eager to harness automation and AI for scalability.

• Strong cross-functional collaboration skills, influencing without authority; confident and direct with Sales, yet a genuine partner rather than a hindrance.

• Coachable, logical, and humble; you assert the importance of key matters without being confrontational, continuously striving for improvement.

• Excellent communication skills and a fit for a sales-oriented culture: you act with urgency, ownership, and a team-first approach.

• Flexibility to work across a diverse range of global markets, time zones, customer business processes, and functional disciplines.

• Ability to convey company business priorities to both internal and external counterparts as you influence deal structures and optimize terms.

• Commitment to adhering to all laws, regulations, and good business practices.

🏝️ Benefits

• Flexible PTO Plan

• Up to 100% employer-paid benefits for health, dental, and vision coverage for specific plans

• Discounts and offerings for major vendors through our PEO

• Apple Air Mac Equipment