Overview
This role is responsible for driving end-to-end deal structuring and approvals across Sales, Legal, and Finance. The Deal Desk Manager ensures pricing and deal terms are defensible, accurately support revenue recognition and margin requirements, and move through a fast, agreement-ready approval process.
Responsibilities
- Own and improve the quoting, approval, and contracting stages of the lead-to-cash process
- Serve as the go-to resource for field and deal support on:
- Quoting and pricing scenarios
- Discount structures
- Non-standard terms
- Build and run approvals end to end by:
- Creating the deal package
- Driving it through the approval chain
- Communicating decisions and the reasoning back to the rep
- Work as a business-side counterpart in contract negotiations by:
- Translating commercial intent into terms Legal can paper
- Translating legal risk into trade-offs Sales can act on
- Maintain fallback and playbook libraries for commonly negotiated terms to prevent unnecessary escalations
- Ensure closed deals hold up across key financial requirements, including:
- Revenue recognition
- ARR classification
- Billing terms
- Margin thresholds
- Approval documentation
- Support quarterly close and audit readiness with clean deal records and a defensible approval trail
- Provide Finance with forward visibility into late-stage pipeline, discount trends, and deal structures that affect forecast
- Collaborate with Revenue Operations and Business Systems on:
- Salesforce and CPQ configuration
- Approval workflows
- Reporting
- Use data to evaluate what’s working, identify gaps, and recommend next steps
Requirements
- 5–8 years of experience, including 3+ years in Deal Desk, sales operations, or revenue operations at a technology company (SaaS strongly preferred)
- Experience supporting an enterprise or mid-market SaaS sales team through complex, negotiated deals
- Working knowledge of SaaS revenue fundamentals, including revenue recognition, ARR definitions, contract structures, and standard commercial terms
- Hands-on experience with Salesforce and Salesforce CPQ, including approvals and quote configuration
- Strong Excel and Google Sheets skills
- Judgment to decide when to solve independently versus when to escalate, and how to say no while maintaining trust with reps
- Strong active listening and conflict management skills; ability to build consensus across stakeholders with competing incentives
Preferred Qualifications
- Cybersecurity or managed security experience (plus, not required)
Compensation & Benefits
- Base salary range: $115,000 USD to $160,000 USD + variable eligibility and equity
- Targeting candidates primarily between $129,000 and $149,000 based on experience, skills, and market data
- Unlimited PTO (modeled and encouraged)
- Work location flexibility
- Up to 24 weeks of parental leave
- Excellent health benefits
- Salary range noted: $110,600—$160,400 USD
Location
- Applicants must reside within the continental United States
- Remote work is available or work from the company HQ office in Herndon, VA
- Occasional travel will be required
Work Authorization
- Only applicants authorized to work in the United States will be considered
- The organization does not currently sponsor immigration visas
Equal Opportunity
- Equal Opportunity Employer; consideration provided without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or disability
- Reasonable accommodations are available for applicants with disabilities upon request