Manager – Deals Desk

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

📋 Description

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

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

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

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

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

• Create and uphold a framework that provides flexibility for high-stakes enterprise negotiations while avoiding precedent-setting exceptions.

• Define, monitor, and report on KPIs that evaluate the health of the Deal Desk, including cycle time, exception rate, ARR per deal, and approval SLA.

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

• Promote the use of RCA and related tools across Sales and Customer Success; develop training and enablement for process updates.

• Oversee Jira-based ticket workflows for the Deal Desk team, ensuring timely response and 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.

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

⛳️ Requirements

• Director level: 10+ years of experience in Deal Desk, Revenue Operations, or related fields, with at least 5 years in a leadership role.

• Manager level: 5-8 years of relevant experience demonstrating leadership or senior oversight of a deal desk function.

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

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

• Proven ability to uphold commercial policy while maintaining trusted relationships with Sales, Finance, and Legal teams.

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

• Experience in deal automation is a considerable plus; 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