Senior Manager, Deal Desk

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

📋 Description

• Take full ownership of Fleetio's Deal Desk function from start to finish — encompassing deal review, approval routing, and exception management — while continually enhancing the systems and processes that facilitate deals of all sizes and complexities.

• Manage the commercial policy framework, which includes discount guardrails, approval matrices, and escalation paths that empower Sales to operate swiftly with appropriate controls.

• Act as a senior commercial advisor to Sales, Partnerships, and executive leadership on intricate, strategic, and non-standard deals — providing independent commercial insights and clear recommendations beyond mere process facilitation.

• Support the entire commercial lifecycle by assessing new business, expansion, and renewal deals, ensuring the consistent application of pricing policies and approval workflows across all go-to-market strategies.

• Examine trends in pricing, discounting, and deal performance data to identify opportunities for productivity enhancements.

• Utilize AI and automation tools to streamline deal review triage, summarize non-standard contract terms, create pricing scenario models, and minimize manual approval coordination.

• Collaborate with the Partnerships teams to construct the commercial framework for partner-sourced and partner-influenced deals, including deal registration, pricing guidelines, and margin structures.

• Establish and report on internal metrics for the Deal Desk function — such as deal approval SLAs and ARPU thresholds — and leverage data to continually elevate both speed and deal quality.

⛳️ Requirements

• Over 6 years of experience in Deal Desk, Revenue Operations, or commercial finance within a B2B SaaS context, with a minimum of 2 years in a senior individual contributor or leadership role.

• Proven experience managing deal review processes, approval workflows, or discounting policy management for SMB, Mid-Market, and Enterprise deals.

• Comprehensive understanding of SaaS business models, contract structures, and discounting methodologies.

• Demonstrated ability to assess deal economics and provide recommendations that balance growth, profitability, and risk.

• Strong analytical capabilities with experience in using Salesforce and financial modeling tools.

• Proven track record of integrating AI-powered tools into daily workflows to enhance efficiency and expedite analysis.

• Excellent communication skills with the ability to simplify complex commercial concepts for diverse audiences in Sales, Partnerships, and Finance.

• Documented history of operating with high autonomy in a dynamic environment — setting personal priorities, making informed judgment calls amidst uncertainty, and proactively driving results without waiting for direction.

🏝️ Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family).

• Vision insurance.

• Incentive stock options.

• 401(k) match of 4%.

• PTO - 4 weeks (increases at year two!).

• 12 company holidays + 2 floating holidays.

• Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid).

• FSA & HSA options.

• Short and long-term disability (short term 100% paid).

• Community service funds.

• Professional development funds.

• Wellbeing fund - $150 quarterly.

• Business expense stipend - $125 quarterly.

• Mac laptop + new hire equipment stipend.

• Fully stocked kitchen with a variety of drinks & snacks (BHM only).