Senior Manager, Deal Desk

Overview

This role is responsible for building and running the organization’s Deal Desk for a usage-based Voice AI platform offering speech-to-text (STT), text-to-speech (TTS), and the Voice Agent API. The platform is sold through self-serve plans, enterprise commitments, and cloud marketplaces.

The Deal Desk is designed to help Sales win better deals faster at prices the organization can defend—not to act as a control function.

Responsibilities

• Build the Deal Desk framework including:
  • Approval matrix
  • Pre-approved deal playbook
  • Credit and promo guidelines, designed so most deals require no approval
• Run the Deal Desk day to day by reviewing non-standard deals and providing same-day answers
• Shape large deals early by advising on:
  • Commitment size
  • Ramps
  • Product mix
  • Terms
• Partner with Product and Sales leadership on pricing and packaging
• Develop pricing and margin insight, including:
  • Deal margin
  • Realized discount
  • Win rate by discount band
• Keep deals clean and audit-ready, ensuring approvals and terms are recorded in Salesforce
• Use AI to improve Deal Desk operations, including first-pass review support with human final decisioning and ongoing rule refinement
• Build out CPQ in Salesforce so the playbook and approvals live directly in the quote
• Support renewals in partnership with Customer Success initially, then progressively take ownership of renewals as the desk matures

Requirements

• 6+ years of experience in deal desk, deal strategy, or pricing in a B2B technology company, including 3+ years running a desk
• Usage-based pricing experience, including commitments, credits, overage, ramps, and rollover
• Demonstrated ability to create a deal desk, matrix, or playbook that Sales adopted
• Financial fluency, including how deal terms affect revenue recognition
• Hands-on experience building Salesforce CPQ, plus SQL
• Strong credibility with Sales executives, clear writing, and an AI-native approach to day-to-day work

Preferred Qualifications

• Experience with an infrastructure, API, or AI company
• Pre-IPO experience
• Experience with cloud marketplace private offers (AWS, GCP, Azure)
• Experience owning or running renewals

Compensation & Benefits

• Not provided in the source description

Location

• Not provided in the source description