Senior Deal Desk Manager

About the role

Picture this—an Account Executive closes the biggest deal in Expel history, helping the company make its annual number, and you structured the deal that made it happen. Sound exciting? Then keep reading. Deal Desk is where Sales, Legal, and Finance either work as one team or grind against each other. Our next Senior Deal Desk Manager is the person who makes it the former: pricing and structuring deals with reps, pressure-testing terms with Legal, protecting revenue recognition and margin with Finance, and getting all three to a fast, defensible "yes." At Expel, we believe if we take care of our employees, they'll look after our customers, and the rest works itself out. It's as simple as that. We've built a place to work based on transparency, where people love what they do and their work gets appreciated. If you want to join a team that finds a way to say "yes" and strives to be excellent, we'd like to hear from you.

Responsibilities

• Be the go-to for the field on quoting, pricing scenarios, discount structures, and non-standard terms
• Coach reps and managers on structuring opportunities early, so complexity surfaces before the last week of the quarter
• Run approvals end to end—build the deal package, drive it through the chain, and bring the decision and the reasoning back to the rep
• Act as the business-side counterpart on contract negotiations—translate commercial intent into terms Legal can paper, and legal risk into trade-offs Sales can act on
• Maintain the fallback and playbook library for commonly negotiated terms so standard redlines don't need escalation
• Make sure every closed deal holds up: revenue recognition, ARR classification, billing terms, margin thresholds, and approval documentation
• Support quarterly close and audit with clean deal records and a defensible approval trail
• Give Finance forward visibility into late-stage pipeline, discount trends, and deal structures that move the forecast
• Own and improve the quoting, approval, and contracting stages of our lead-to-cash process
• Work with Revenue Operations and Business Systems on Salesforce and CPQ configuration, approval workflows, and reporting
• Use data to understand what's working, what's not, and what to do next

Requirements

• 5–8 years of experience, including 3+ years in Deal Desk, sales operations, or revenue operations at a technology company—SaaS strongly preferred