Senior Manager, Deal Desk

Responsibilities

• Lead and continuously evolve the global Deal Desk function, establishing scalable commercial governance, pricing practices, and operational processes that support enterprise revenue growth.
• Lead and develop a high-performing global Deal Desk team responsible for supporting Enterprise Sales through commercial guidance, pricing governance, quote approvals, and complex deal structuring.
• Coach, mentor, and develop team members through performance management, career planning, ongoing feedback, and professional development while fostering a culture of accountability, collaboration, and continuous improvement.
• Serve as the senior escalation point for complex, high-impact, or non-standard commercial transactions requiring cross-functional alignment and sound commercial judgment.
• Develop, implement, and refine commercial policies, pricing governance, approval frameworks, and operational standards that balance revenue growth, customer experience, and financial controls.
• Partner closely with Sales leadership to enable complex transactions while maintaining pricing discipline, commercial consistency, and operational scalability.

Operational Excellence & Analytics

• Oversee daily Deal Desk operations, ensuring timely resolution of sales inquiries, commercial approvals, and deal escalations while maintaining established service levels and delivering an exceptional internal customer experience.
• Develop, maintain, and analyze Deal Desk reporting and operational KPIs, monitoring deal velocity, approval cycle time, pricing trends, discounting behavior, exception rates, and overall commercial health to identify opportunities for continuous improvement.
• Own commercial approval frameworks within Salesforce CPQ and continuously identify opportunities to simplify approval workflows, improve operational efficiency, and reduce friction throughout the sales process.
• Lead continuous improvement initiatives across commercial processes, policies, systems, and approval frameworks to improve seller productivity, operational efficiency, and customer experience.
• Exercise sound commercial judgment when evaluating complex or non-standard transactions, balancing customer outcomes, revenue objectives, operational scalability, and financial risk while empowering the team to make consistent, high-quality decisions.

Cross-Functional Partnership

• Collaborate across Revenue Operations, Finance, Pricing & Packaging, Legal, Product, Deal Operations, Compensation, and other stakeholders to resolve complex customer scenarios and drive cross-functional alignment.
• Represent Deal Desk in strategic planning initiatives related to pricing strategy, commercial policy, new product launches, promotional programs, and go-to-market evolution.
• Prioritize enhancements to Salesforce, CPQ, pricing tools, and commercial systems that improve automation, scalability, governance, and seller experience.
• Leverage insights from customer transactions and market feedback to influence pricing strategy, product offerings, commercial policies, and future process improvements.
• Build strong relationships across executive and cross-functional stakeholders, influencing decisions through data-driven recommendations and sound commercial judgment.