Senior Manager, Deal Desk

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

📋 Description

• Establish the deal desk from the ground up, which includes creating an approval matrix, a pre-approved playbook, and guidelines for credits and promotions.

• Evaluate non-standard deals and deliver same-day responses.

• Influence significant deals early by assessing commitment size, ramps, product mix, and terms.

• Collaborate with Product and sales leadership on pricing strategies and packaging options.

• Develop pricing insights that encompass deal margins, realized discounts, and win rates categorized by discount bands.

• Maintain deal integrity and ensure they are audit-ready by documenting approvals and terms in Salesforce.

• Utilize AI to manage the desk, employing an agent for initial reviews while enhancing the operational rules.

• Create a CPQ system in Salesforce, integrating the playbook and approvals directly into the quotes.

• Work alongside Customer Success on renewals initially, then assume full responsibility for renewals as the desk evolves.

• Report to the Chief Accounting Officer and engage daily with leaders from Sales, Customer Success, Product, and Finance.

• Assist Sales in securing better deals more efficiently at justifiable prices.

⛳️ Requirements

• 6+ years of experience in deal desk operations, deal strategy, or pricing within a B2B technology firm, including 3+ years managing a deal desk.

• Proficiency in usage-based pricing, covering aspects such as commitments, credits, overages, ramps, and rollovers.

• Proven experience in developing a desk, matrix, or playbook that has been successfully adopted by sales teams.

• Strong financial acumen, including an understanding of how deal terms impact revenue recognition.

• Practical experience in building Salesforce CPQ systems.

• Familiarity with SQL.

• Ability to establish credibility with sales executives and produce clear written communication.

• Demonstrable experience in an AI-native work environment.

• Experience in infrastructure, API, or AI companies (preferred).

• Background in pre-IPO companies (preferred).

• Knowledge of cloud marketplace private offers for AWS, GCP, or Azure (preferred).

• History of owning or managing renewals (preferred).

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible work arrangements and remote work options.

• Professional development opportunities and support for continuing education.

• A dynamic and collaborative work environment.