Deal Desk Manager

Responsibilities

• Manage the review and approval process for non-standard enterprise deals
• Support custom pricing structures, savings plans, multi-year agreements, and volume discounts
• Establish and maintain Deal Desk SLAs with the Sales organization
• Serve as the primary operational contact for Account Executives managing complex deals
• Own CPQ implementation and quoting infrastructure
• Partner with Revenue Operations and Finance to maintain pricing rules, discount matrices, approval workflows, and product catalogs
• Work with Sales leadership on quote templates and proposal workflows
• Maintain commercial deal governance
• Partner with Finance on bookings definitions and revenue recognition requirements
• Partner with Legal on contract review workflows and approval paths
• Maintain pricing precedent and deal history records
• Manage executed contract repositories and ensure CRM alignment
• Build operational systems supporting renewals, amendments, and expansion workflows
• Partner with Customer Success on renewal management processes
• Pipeline accuracy and forecast support
• Ensure deal structures and contract values are accurately reflected in CRM systems
• Flag risks related to revenue recognition, approvals, or forecasting accuracy
• Support quarterly close processes and booking accuracy
• Ai-powered deal operations
• Leverage AI tools for contract review, workflow automation, pricing analysis, and approval routing
• Evaluate AI tooling that improves Deal Desk efficiency and scalability
• Stay current on AI-driven commercial operations best practices

Requirements

• Experience in Deal Desk, Sales Operations, or commercial operations within SaaS, PaaS, IaaS, or infrastructure companies
• Strong understanding of enterprise pricing structures, usage-based pricing, and contract governance
• Experience administering CPQ systems such as Salesforce CPQ, DealHub, or Conga
• Strong CRM proficiency (currently using Hubspot as our CRM)
• Understanding of revenue recognition principles and enterprise contract structures
• Experience partnering cross-functionally with Sales, Finance, and Legal teams
• Organizational and communication skills
• Experience managing multiple complex deals simultaneously
• Active use of AI tools for workflow automation or commercial operations
• Preferred experience in cloud infrastructure, AI infrastructure, developer tools, or ML platforms
• Experience with usage-based pricing models and savings plan structures
• Experience implementing or migrating CPQ systems
• Experience working with CLM platforms such as Ironclad, Juro, or DocuSign CLM
• Experience supporting enterprise GTM organizations in high-growth environments