Deal Desk Manager (Fixed-Term)

Overview

This fixed-term role (3 months with an option to extend) supports the Deal Desk function for the organization’s most complex and highest-growth sales region. You will partner closely with Revenue Operations, Finance, Legal, Product, and Marketing to provide strategic quoting and deal structuring support for US and global sales.

Remote work is available, with priority given to candidates who reside in CST and EST time zones.

Responsibilities

• Lead Deal Desk coverage for sales to crypto exchanges, fintech, and/or payment solutions customers, supporting sales goals and de-risking coverage during high-volume, high-stress deal strategy
• Drive data-backed analytics and pricing frameworks to shift approvals and pricing from intuition to objective guardrails and precedent
• Partner across Legal, Product, Services, and Finance on non-standard SKUs and new offerings in both SaaS and on-prem environments, turning ambiguous edge cases into repeatable processes
• Provide deal structuring and quoting support by developing in-depth knowledge of licensing and pricing models
• Perform price/discount realization analysis using relevant deal context, and deliver executive-level summaries with actionable recommendations to business approvers
• Coach Sales teams on contract objection-handling techniques, alternative contract options, and best practices to help close deals
• Serve as point of contact and subject matter expert/project manager for Sales on deal pricing matters and customer questions related to deviations from standard operational processes, infosec standards, and SLA/engineering positions
• Identify opportunities to build meaningful partnerships with field and stakeholders (enablement, training, QBR participation, etc.)
• Build and apply analytics, KPIs, and business processes relevant to pricing; use performance insights to drive improvements and share key learnings with executive leadership
• Partner with regional leadership to prioritize and organize projects and deals for critical deadlines at customer and for month-end, quarter-end, and year-end
• Collaborate with Sales Enablement to create training content for the region to keep Sales informed on new products, best practices, and policy updates
• Create, maintain, and improve an ongoing knowledgebase of common issues arising during deal cycles
• Establish key plays for the Deal Desk team and ensure the team is enabled to be creative and effective

Requirements

• 5–7 years of experience in a Deal Desk role (or closely related processes such as sales operations & enablement, finance, and/or legal), including experience with deal structuring/quoting complex SaaS transactions for a fast-growing multinational company
• Strong analytical mindset with demonstrated competency for in-depth analysis and modeling
• Experience leading stakeholder activities across cross-functional projects or programs, including gathering, analyzing, prioritizing, and categorizing business requirements by complexity
• Solid understanding of Quote to Order stages within the Lead to Cash lifecycle with Salesforce CRMs
• Working knowledge of revenue recognition (GAAP, ASC 606)
• Salesforce and Salesforce CPQ is required
• Comfortable representing the organization to customers in negotiations and resolving customer satisfaction issues
• Advanced written, verbal, and interpersonal skills to communicate policies and procedures clearly to staff and management across all levels
• Excellent collaboration and ability to reinforce alignment with business partners and managers
• Strong planning, time management, communication, decision-making, presentation, organization, and interpersonal skills, with strong attention to detail
• Ability to work in a fast-paced, high-pressure environment and step in on operational troubleshooting often and as needed
• Strong Google Suite/Microsoft Suite skills
• Experience leading a team is preferred, including extensive one-on-one mentoring and coaching

Compensation & Benefits

• Compensation range: $130K - $160K

Location

• Remote (priority for candidates residing in CST and EST time zones)