Senior Deal Desk Manager

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

📋 Description

• Develop and enhance the Deal Desk operational framework, incorporating engagement criteria, policies, approval processes, workflows, and service standards.

• Achieve initial engagement criteria, approval matrices, and published service commitments within the first 180 days.

• Determine when Deal Desk involvement is necessary based on deal complexity, commercial exceptions, pricing, and associated risks.

• Create playbooks and guidelines to ensure consistent management of complex transactions.

• Continuously refine processes as the business, products, and commercial strategies evolve.

• Act as the commercial quarterback for intricate, strategic, and atypical transactions.

• Collaborate with Sales, Legal, Finance, Revenue, Customer Success, and Business Systems stakeholders.

• Review deal structures, pricing, discounts, product offerings, billing requirements, and non-standard commercial terms.

• Identify and rectify discrepancies across quotes, contracts, purchase orders, Salesforce, and billing specifications.

• Manage commercial exceptions while coordinating approvals and escalations.

• Partner with Legal for non-standard agreements and collaborate with Sales on customer needs.

• Work alongside Sales Operations regarding compensation and quota-crediting for non-standard deals.

• Ensure precise Annual Recurring Revenue (ARR), deal economics, and commercial data amid business transitions and transactions.

• Establish Salesforce data controls and standards to support forecasting, billing, and revenue processes.

• Oversee Deal Desk and exception workflows within RevCloud while optimizing quoting, approvals, workflows, and automation.

• Define business requirements and controls for enhancements in Salesforce and RevCloud.

• Lead recommendations for process improvements and automation throughout the quote-to-cash cycle.

• Assist Sales with customer procurement needs, documentation, and purchase order challenges.

• Serve as an escalation point for intricate commercial or execution-related issues.

⛳️ Requirements

• Over 10 years of experience in Deal Desk, Sales Operations, Revenue Operations, Commercial Operations, Finance, or a related field, including 3+ years in Deal Desk within B2B SaaS.

• Proven experience managing complex SaaS transactions involving pricing, contracts, renewals, amendments, and non-standard commercial arrangements.

• Experience in building or significantly scaling a Deal Desk or a similar commercial function.

• Strong understanding of SaaS quote-to-cash processes, pricing, discounting, ARR, renewals, and commercial frameworks.

• Extensive Salesforce experience; familiarity with RevCloud or similar CPQ/deal management tools is highly preferred.

• Demonstrated ability to establish structure and scalable processes in a dynamic environment.

• Excellent project management skills with experience leading cross-functional systems or process implementations.

• Capability to influence stakeholders and promote accountability without direct authority.

• Outstanding communication, problem-solving, and business judgment abilities, coupled with keen attention to detail.

• Comfortable with strategic operations while delving into the specifics of complex transactions when necessary.

🏝️ Benefits

• Remote-first work philosophy.

• Flexible paid time off.

• Paid parental leave.

• 11 paid holidays per year.

• Workplace flexibility.

• Affordable health coverage (medical, dental, vision), with 100% coverage for employee-only medical plans.

• Employer contributions to 401(k) to assist with future planning.

• Company-paid life insurance, short-term disability, and long-term disability coverage.

• Pet insurance available.

• Strong mentorship and leadership opportunities.

• Career advancement potential.