Senior Deal Desk Manager

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

📋 Description

• Act as the primary resource for quoting, pricing scenarios, discount structures, and non-standard terms.

• Mentor representatives and managers in structuring opportunities from the outset.

• Manage the approval process comprehensively, including deal packages, approval routing, decisions, and their rationale.

• Serve as the business-side counterpart during contract negotiations with the Legal team.

• Maintain libraries for fallback and playbook documents related to commonly negotiated terms.

• Ensure that finalized deals comply with revenue recognition, ARR classification, billing terms, margin thresholds, and necessary approval documentation.

• Assist in quarterly closing and audits by providing clear deal records and defensible approval trails.

• Offer Finance visibility into late-stage pipelines, discount trends, and deal structures.

• Take ownership and enhance the quoting, approval, and contracting phases of the lead-to-cash process.

• Collaborate with Revenue Operations and Business Systems on Salesforce and CPQ configurations, approval workflows, and reporting.

• Utilize data to assess performance and decide on subsequent steps.

• Work cross-functionally with Sales, Legal, and Finance to achieve quick, defensible decisions.

⛳️ Requirements

• 5–8 years of experience, including at least 3 years in Deal Desk, sales operations, or revenue operations within a technology company—SaaS experience is highly preferred.

• Proven experience supporting an enterprise or mid-market SaaS sales team through intricate, negotiated deals.

• Familiarity with SaaS revenue principles: revenue recognition, ARR definitions, contract structures, and standard commercial terms.

• Proficient with Salesforce and Salesforce CPQ, including handling approvals and quote configurations.

• Strong skills in Excel and Google Sheets.

• Ability to discern when to resolve issues, when to escalate, and how to deny a representative without compromising their trust.

• Excellent active listening and conflict resolution abilities.

• Experience in cybersecurity or managed security is advantageous, but not mandatory.

• Must be based in the continental United States.

• Must possess authorization to work in the United States.

• Expel does not currently provide sponsorship for immigration visas.

🏝️ Benefits

• True ownership of the quoting, approval, and contracting process.

• Opportunity to address and rectify existing issues.

• A seat at the table with leadership from Sales, Legal, and Finance.

• An environment that appreciates work, innovative ideas, and creativity.

• Access to tools, technology, and cross-functional support.

• Unlimited paid time off (PTO).

• Flexibility in work location.

• Up to 24 weeks of parental leave.

• Outstanding health benefits.

• Variable eligibility for benefits.

• Equity opportunities.

• Occasional travel opportunities.