Senior Deal Desk Manager

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

📋 Description

• Take ownership of the Deal Desk operating model, overseeing the entire process from request intake through commercial review, approval, contracting, and handoff, ensuring clear service levels, decision rights, and escalation paths.

• Serve as a strategic partner to the Sales team for complex and non-standard deals.

• Facilitate cross-functional deal reviews involving Sales, Finance, Legal, Revenue Accounting, Product, and Customer Success.

• Assess pricing, discounts, contract duration, payment structure, product configuration, commercial terms, and implementation requirements.

• Provide timely guidance to sellers regarding options, trade-offs, approvals, and the path to closing deals.

• Ensure the quality and completeness of deal submissions, approval records, decision rationales, and downstream handoffs.

• Develop data models that connect discounting, deal structure, product mix, payment terms, attainment, pipeline coverage, win rate, deal size, and sales cycle to revenue, margin, and cash outcomes.

• Evaluate the economic impact of proposed deals and exceptions.

• Analyze discount requests, approval outcomes, exception rates, cycle times, and reasons for loss.

• Create scenario and sensitivity models for changes in pricing, approval policy, and deal structure.

• Generate trustworthy Deal Desk reports, complete with metric definitions, source-of-truth logic, and data-quality controls.

• Design and maintain approval matrices and commercial guardrails.

• Keep a commercial playbook for both standard and non-standard requests.

• Collaborate with Legal and Revenue Accounting on pre-approved language and review routing.

• Monitor the effectiveness of policies and recommend necessary changes.

• Maintain controls, documentation, and audit trails.

• Oversee product catalogs, price books, pricing rules, discount schedules, approval workflows, quote templates, and the order-form process.

• Administer and optimize DealHub or a similar CPQ platform.

• Retain knowledge of Salesforce opportunity, product, price book, quote, and contract data models.

• Translate commercial requirements into system configuration, integrations, and controls across Salesforce, CPQ, contracting, and finance tools.

• Manage requirements gathering, testing, release readiness, documentation, enablement, adoption monitoring, and post-launch measurement.

• Automate Deal Desk and commission activities, including validation, triage, approval routing, exception detection, document generation, and reporting.

• Utilize AI with testing, human oversight, security, and measurable business outcomes.

• Establish operating metrics for approval turnaround, exception rate, discount leakage, deal-cycle impact, payment accuracy, dispute volume, and stakeholder experience.

• Lead cross-functional improvement initiatives from diagnosis through implementation.

⛳️ Requirements

• A minimum of 4 years of experience in Deal Desk, Commercial Operations, Revenue Operations, Sales Operations, or a comparable commercial role within a B2B technology or SaaS environment.

• Proficiency in AI – the ideal candidate utilizes AI naturally in their daily tasks to enhance work efficiency.

• Extensive hands-on experience in reviewing and structuring complex or non-standard deals, encompassing pricing, discounts, products, contract duration, payment structures, and commercial terms.

• Strong commercial and economic judgment, with a solid understanding of recurring-revenue mechanics, unit economics, profitability, cash flow, customer lifetime value, and commercial precedents.

• Advanced analytical and financial modeling skills, capable of linking deal activity and seller behavior to revenue, margin, cost, and operational outcomes.

• Familiarity with product catalogs, price books, CPQ software, approval matrices, quoting, contracting, and order-form processes.

• Strong proficiency in Salesforce, particularly in opportunities, products, price books, quotes, contracts, reporting, automation, and data-quality governance.

• Experience in administering or optimizing a CPQ or Deal Desk platform, such as DealHub, Salesforce CPQ, or a comparable solution.

• Proven experience collaborating with Sales, Finance, Legal, and Revenue Accounting to make clear, defensible commercial decisions under time constraints.

• Excellent stakeholder management, structured problem-solving, process design, testing, documentation, and change-management abilities.

🏝️ Benefits

• Comprehensive health benefits including medical, dental, and vision coverage.

• Competitive salary with performance-based bonuses.

• Opportunities for professional development and career advancement.

• Flexible work hours and a supportive work environment.

• Additional perks such as wellness programs and team-building activities.