Manager, Deal Desk

Overview

This role involves leading deal desk, pricing, and deal governance across the business. The senior commercial specialist will own and evolve pricing and discounting frameworks, deal approval processes, and commercial benchmarks to support consistent, commercially sound decisions that protect and grow annual recurring revenue (ARR).

This is a senior individual contributor position with significant functional accountability and influence across Sales, Renewals, Finance, and Systems. The role provides guidance to revenue leadership and shapes standards and complex decisions without direct line-management responsibility.

Responsibilities

• Own the commercial deal-governance framework, including pricing policies, discount thresholds, approval processes, and escalation requirements.
• Set commercial pricing standards and benchmarks to support ARR growth, pricing consistency, and long-term revenue performance.
• Guide complex deal structures, including multi-year agreements, ramps, renewals, and non-standard commercial terms.
• Approve deals within agreed authority thresholds and provide recommendations to Finance and executive leadership on exceptions.
• Partner with Sales, Renewals, Finance, and Product to shape pricing decisions, commercial policies, and evolving pricing models.
• Serve as a senior commercial expert to coach sellers and sales managers on deal structuring, pricing decisions, and negotiation approaches.
• Own pricing and discounting performance metrics, using commercial insights to identify trends and improve outcomes.
• Define commercial rules, benchmarks, and exception logic for AI-assisted deal review and pricing guidance, partnering with Systems on implementation.
• Improve deal approval processes, quoting accuracy, and commercial consistency in partnership with Revenue Operations and Systems.

Requirements (Essential Criteria)

• 5+ years of experience in deal desk, pricing, sales finance, revenue operations, or SaaS commercial strategy, including advanced, high-impact commercial decision-making or pricing governance.
• Demonstrated expertise in recurring revenue pricing and complex commercial deal structures, including multi-year agreements, ramps, renewals, uplifts, and indexation.
• Experience defining, maintaining, or improving commercial pricing policies, discount frameworks, and deal approval processes.
• Ability to evaluate complex commercial scenarios, make decisions within delegated authority, and provide clear recommendations to senior stakeholders.
• Experience using pricing, discounting, and commercial performance data to establish benchmarks, guide decisions, and improve outcomes.
• Hands-on experience with Salesforce CPQ or comparable quoting and approval systems, including the commercial rules and processes they support.
• Experience influencing senior stakeholders and coaching sales teams on commercial decisions without direct line-management authority.
• Ability to clearly communicate complex commercial information and work effectively across Sales, Finance, Revenue Operations, and Legal.

Preferred Qualifications

• Experience with per-unit or per-user pricing models, including introducing or evolving pricing structures.
• Familiarity with K–12 education or public sector procurement, including purchase orders and purchasing requirements.
• Experience with AI-assisted quoting, deal review, or pricing guidance tools.
• Experience supporting commercial processes or systems changes across multiple sales teams.

Compensation & Benefits

• Competitive salary with bonus opportunities.
• Flexible work schedules.
• Comprehensive health and wellness benefits.
• Flexible time off plans.
• Career growth through development programs.

Additional Information

• This position has application timing: Please submit your application by November 12, 2026. Applications may close early due to high demand.
• The employer is committed to a Drug-Free Workplace for all employees.
• Equal Opportunity Employer statement: All qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Location

Global role with coverage across North America, UK, Europe, Australia, and New Zealand.