Deal Desk Manager

About the role

Orchestrate Strategic Deal Architecture: Lead the structuring and execution of non-standard, high-value enterprise deals, providing high-judgment guidance that balances competitive differentiation with long-term business health.

Sales Co-pilot & Strategic Influence: Serve as a strategic partner to Sales leadership, utilizing AI-driven data to maximize deal velocity, improve LTV, and ensure discovery reflects true customer needs.

Perform analysis on pricing and deal terms, leveraging AI insights to recommend "next best action" for deal structuring and margin optimization.

Curate and Tune AI Agents: Manage the enterprise deal approval ecosystem by tuning automated agents and models to ensure compliance and accuracy at scale.

Drive Process Iteration: Partner with cross-functional teams (Legal, Finance, Product) to build, streamline, and automate deal desk processes, architecting autonomous approval workflows and focusing on reducing field friction through relentless automation.

Champion AI & Automation Integration: Champion the integration of LLMs and generative AI tools to automate deal desk workflows, significantly reducing deal cycle times. Identify bottlenecks and implement AI-powered productivity solutions.

Requirements

• 6-8+ years of Deal Desk, FP&A, Revenue Operations, or similar experience, with a proven track record of supporting large-scale enterprise sales motions; 3+ years of deal desk experience preferred.
• Financial & Sales Acumen: Solid understanding of SaaS metrics, pricing models, and financial concepts like ARR, Gross Margin, churn, and profitability. Experience with revenue recognition principles (e.g., ASC 606) is highly desirable.
• Contract & Pricing Knowledge: Experience drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk. Ability to analyze and recommend the best course of action for complex pricing and licensing situations.
• Data & AI Literacy: Proficiency in leveraging agentic workflows and prompt engineering to scale influence, extract insights from large datasets, and automate repetitive operational tasks and internal documentation.
• Algorithmic Thinking: The ability to understand and audit automated pricing models to ensure alignment with long-term company goals.
• Strategic Influence: Demonstrated ability to navigate complex, cross-functional negotiations and make high-judgment decisions in fast-paced environments.
• Process Design Mindset: A relentless focus on iterative automation and the ability to translate complex business policies into streamlined, automated logic.
• Communication Excellence: Exceptional written and oral communication skills, capable of explaining complex deal structures and financial data to both technical and executive stakeholders.

Qualifications

• Desirable Skills, Knowledge, and Experience:
• Experience in software sales or sales operations, providing a "boots on the ground" perspective of the sales cycle.
• Deep knowledge of Cloud/SaaS infrastructure and the global cybersecurity competitive landscape.

Skills

• Proficiency in leveraging agentic workflows and prompt engineering to scale influence, extract insights from large datasets, and automate repetitive operational tasks and internal documentation.
• The ability to understand and audit automated pricing models to ensure alignment with long-term company goals.
• A demonstrated ability to navigate complex, cross-functional negotiations and make high-judgment decisions in fast-paced environments.
• A relentless focus on iterative automation and the ability to translate complex business policies into streamlined, automated logic.
• Exceptional written and oral communication skills, capable of explaining complex deal structures and financial data to both technical and executive stakeholders.

Benefits

• Health & Welfare Benefits: Medical/Rx Insurance, Dental Insurance, Vision Insurance, Flexible Spending Accounts, Commuter Spending Accounts, Fertility & Family Forming Benefits, On-demand mental health support and Employee Assistance Program, Global Travel Medical Insurance.
• Financial Benefits: Short and Long Term Disability Insurance, Life & Accident Insurance, 401(k) Retirement Savings Plan, Employee Stock Participation Plan.
• Time Off: Flexible paid time off covering vacation and sick leave, Leave programs, including parental, pregnancy health, medical, and bereavement leave.