Senior Commercial Desk Manager

This is a fully remote position, open to applicants in Arizona, +3 more states.

📋 Description

• Review and structure quotes for your designated geographical area.

• Manage the comprehensive evaluation of quotes, including Enterprise License Agreements, consumption unit deals, ramp structures, multi-year agreements, and partner/reseller transactions.

• Confirm quote setups in Salesforce CPQ, ensuring correct pricing, discounts, product entitlements, start/end dates, and commercial terms.

• Design intricate deal mechanics (such as rollover rights, migration licenses, co-term expansions, and discount locks) in compliance with company policy and financial standards.

• Submit quotes and clause approvals via the Deal Hub and Icertis CLM (ICI) systems, providing clear justifications that document the commercial rationale.

• Serve as the primary approver for geo-specific quote approvals within your authorized limits; escalate out-of-policy requests with a recommended stance.

• Act as the main commercial advisor for Sales teams in your area, responding to inquiries regarding pricing, discounting, terms, and policy interpretation in real-time.

• Assess non-standard customer requests (such as late start dates, custom commercial clauses, and T&C redlines) and deliver prompt, clear guidance on feasible accommodations and conditions.

• Collaborate with Sales on significant and strategic deals, contributing to deal structuring from the outset to ensure commercial viability before quote preparation.

• Identify deals with ARR risk or policy exceptions and work with Sales to propose compliant alternatives, escalating when leadership approval is necessary.

• Review customer-initiated redlines on standard quote schedules and commercial clauses in Icertis CLM (ICI), evaluating commercial implications and approving or rejecting based on guidelines.

• Coordinate with the Legal team when contract deviations necessitate legal approval; ensure the commercial intent is accurately captured in the final agreement language.

• Stay informed about standard agreement structures in your region (MSA, MPA, AAA, local country agreements, partner agreements) to detect deviations and assess risks.

• Participate in weekly Regional Large Deal Review forums, presenting deal statuses, highlighting risks, and engaging in pipeline discussions for your area.

• Attend the Commercial Desk Weekly to align on policy updates, systemic issues, and cross-geo topics with the wider team.

• Proactively monitor and manage open approvals, cases, and escalations within your region to ensure team SLA targets are achieved.

• Identify and report quoting system bugs or CPQ configuration issues that affect deal accuracy or approval processes in your region.

• Contribute to the knowledge base at the Commercial Desk by documenting regional policies, partner agreement structures, and recurring exception patterns on Confluence.

• Assist in onboarding and training Sales teams in your region regarding deal processes, quoting tools, and approval requirements.

• Collaborate closely with Order Management, Legal, Finance, and Pricing to eliminate deal obstacles and ensure smooth execution from quote to booking.

• Work with Sales Technology on quoting system challenges that impact your region, providing business context for prioritization and testing.

• Represent the Commercial Desk in geo-specific cross-functional forums and deal-specific working groups as needed.

⛳️ Requirements

• 5 - 8 years of experience in Deal Desk, Sales Operations, Revenue Operations, or a similar commercial function within a B2B SaaS company.

• Extensive knowledge of enterprise SaaS commercial models, including ELAs, subscription licensing, platform units, partner and reseller structures, and professional services.

• Proficient in Salesforce CPQ; experience with CLM tools (e.g., Icertis) is highly preferred.

• Strong understanding of commercial contract terms—order forms, quote schedules, MSA/MPA/AAA structures—and the capability to interpret redlines in a commercial context.

• Proven track record of establishing trusted relationships with Sales teams as a reliable commercial advisor who balances efficiency with risk awareness.

• Good commercial judgment with the ability to quickly evaluate non-standard requests, identify policy risks, and independently recommend a clear course of action.

• Exceptional attention to detail in quote configuration and approval documentation, with the ability to manage a high volume of concurrent deals without errors.

• Excellent communication skills, both written and verbal, with the ability to interact clearly and concisely with Sales, Legal, Finance, and Operations stakeholders.

• Familiarity with Jira or similar tools for issue tracking and cross-functional escalation management is preferred.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Paid time off

• Flexible work arrangements

• Professional development opportunities