AMER Deal Structuring Manager

Overview

This role supports AMER Deal Structuring, a function positioned at the intersection of Sales, Finance, and Legal. You will design and govern commercial deal structures for strategic opportunities, balancing customer requirements with revenue recognition and profitability standards.

This is an individual contributor role with potential to grow into people management.

Responsibilities

• Strategic deal architecture and creative structuring (25% of time)

  • Architect complex deal models that balance customer requirements with the organization’s revenue recognition and profitability standards.
  • Lead strategic conversations with sales leadership to align commercial offerings with broad business objectives and market positioning.
  • Identify the business interests behind customer positions to address objections and engineer workable, high-value solutions.
  • Design and implement creative commercial structures for high-level strategic deals to drive mutually beneficial outcomes.

• Commercial contract governance and financial negotiation (25% of time)

  • Draft specialized commercial language in contracts to capture unique deal terms while mitigating organizational risk.
  • Evaluate and qualify commercial outcomes using financial acumen, ensuring alignment with FP&A and Accounting standards.
  • Navigate complex negotiation cycles by resolving commercial friction points based on underlying interests.
  • Ensure deals adhere to internal compliance, revenue integrity, and company-wide sales policies, including detailed oversight of quoting-related Governance+ Operational details.

• Deal velocity management and process optimization (20% of time)

  • Identify, troubleshoot, and resolve deal cycle bottlenecks to support timely closures and scale commercial exception-making.
  • Drive continuous improvements for the global function by identifying process gaps and proposing tooling, automation, or intake solutions.
  • Use CRM and CPQ systems to streamline the quote-to-cash process and improve deal approval efficiency.
  • Establish and maintain consistent intake workflows to support scaling across the AMER region and cross-functional partners.

• Analytical synthesis and executive reporting (15% of time)

  • Digest deal characteristics and synthesize them into flexible, high-impact deliverables for senior and executive management.
  • Analyze deal margins, discounting trends, and commercial trade-offs.
  • Prepare data-driven insights to support informed decisions on non-standard deal approvals.
  • Monitor regional performance metrics to identify trends in deal structure and commercial success.

• Cross-functional collaboration and relationship governance (15% of time)

  • Build relationships with Legal, Finance, and Sales Operations to influence policy and drive alignment.
  • Collaborate with international, multicultural teams across multiple time zones to support global consistency in deal execution.
  • Lead change management initiatives by recognizing how business shifts impact organizational reaction and deal flow.
  • Enablement: mentor sales representatives on commercial best practices and corporate sales policies; onboard new deal desk talent.
  • Assist with deal desk global projects and process improvements as needed.

Requirements

• Education: Bachelor’s degree in Finance, Economics, Business, Law, or a closely related field.
  • A Master’s degree (MBA or JD) is considered a significant plus.
  • The role requires a deep theoretical understanding of financial modeling, contract law, and business strategy.
• Experience: 5+ years of experience in Deal Desk.
• Technical skills:
  • Advanced proficiency in Microsoft Excel and Google Sheets for complex financial modeling.
  • Demonstrated experience using Salesforce and CPQ systems.
  • Working knowledge of revenue recognition and contract accounting.
• Stakeholder management: Proven ability to interface directly with senior-level and executive management to drive strategic business outcomes.

Preferred Qualifications

• Master’s degree (MBA or JD).

Compensation & Benefits

• US (SF Bay Area, DC Metro, NYC, Seattle) Pay Range: $140,100—$210,100 USD
• US (all other US offices/remote) Pay Range: $126,100—$189,100 USD
• The role is eligible for bonus potential, equity, and benefits.
• Salary offered within the range will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

Location

• United States
• Pay ranges differ by location: SF Bay Area, DC Metro, NYC, Seattle; or all other US offices/remote.