Senior Manager, Deal Desk

About the Role

The Senior Manager, Deal Desk leads the commercial deal support function, partnering closely with Sales, Finance, Legal, Revenue Operations, Pricing, and Customer Success to structure, review, and approve complex commercial transactions. This role is responsible for ensuring deals align with company pricing policies, financial objectives, compliance requirements, and revenue recognition standards while enabling the sales organization to close business efficiently. The ideal candidate combines strong business acumen, analytical thinking, operational excellence, and cross-functional leadership to optimize deal execution, improve commercial governance, and drive scalable processes that support business growth.

Responsibilities

• Deal Strategy & Execution
  • Lead the review, structuring, and approval of complex commercial opportunities, including enterprise, strategic, multi-year, and global deals.
  • Partner with Sales to develop creative deal structures that balance customer needs with company profitability and risk management.
  • Evaluate pricing, discounting, payment terms, contract structures, and commercial exceptions.
  • Ensure transactions comply with company policies, approval frameworks, and financial objectives.
• Cross-Functional Leadership
  • Serve as the primary liaison between Sales, Finance, Legal, Revenue Operations, Pricing, Tax, and other stakeholders throughout the deal lifecycle.
  • Facilitate alignment among cross-functional teams to accelerate deal approvals and remove bottlenecks.
  • Provide commercial guidance on non-standard contract terms and business scenarios.
• Process Improvement & Governance
  • Develop and maintain scalable deal desk processes, approval workflows, and governance frameworks.
  • Identify opportunities to improve operational efficiency, automation, and turnaround times.
  • Drive standardization of pricing guidelines, approval matrices, and commercial policies.
  • Monitor adherence to internal controls and compliance requirements.
• Financial & Commercial Analysis
  • Assess deal profitability, margin impact, revenue implications, and commercial risk.
  • Perform financial modeling and scenario analysis for strategic opportunities.
  • Partner with Finance to support forecasting and pipeline analysis.
• Team Leadership
  • Lead, mentor, and develop Deal Desk professionals.
  • Establish performance metrics, service-level agreements (SLAs), and operational KPIs.
  • Foster a customer-focused, collaborative, and high-performance culture.
• Reporting & Analytics
  • Track key metrics such as approval cycle times, discount trends, win rates, deal velocity, exception frequency, and revenue impact.
  • Develop executive dashboards and provide insights to senior leadership.
  • Recommend policy or process changes based on business trends and analytics.

Requirements

• Required
  • Bachelor's degree in Business, Finance, Accounting, Economics, or a related field.
  • 8–12+ years of experience in Deal Desk, Revenue Operations, Sales Operations, Finance, Pricing, or Commercial Operations.
  • 3–5+ years of people management experience.
  • Strong understanding of enterprise SaaS or technology sales processes.
  • Experience supporting complex commercial transactions and contract negotiations.
  • Strong analytical, financial modeling, and business partnering skills.
  • Excellent communication, stakeholder management, and influencing abilities.
• Preferred
  • MBA or advanced business degree.
  • Experience working in a high-growth SaaS or technology company.
  • Knowledge of revenue recognition principles (ASC 606/IFRS 15).
  • Familiarity with CPQ platforms and CRM systems.

Skills

• Salesforce CRM
• CPQ platforms (Salesforce CPQ, DealHub, Conga, or similar)
• Microsoft Excel (advanced)
• Tableau, Power BI, or similar analytics tools
• ERP systems (NetSuite, Oracle, SAP, or similar)

Core Competencies: Commercial acumen, Strategic thinking, Financial analysis, Negotiation support, Process optimization, Executive communication, Cross-functional collaboration, Leadership and coaching, Decision-making under ambiguity, Change management, Project management

Benefits

• Comprehensive family medical, vision, and dental coverage
• Competitive base salary
• Eligibility for equity awards and discretionary bonuses or commissions

Pay

Zone A (SF Bay Area) base salary range: $145,000 to $190,000. Compensation varies depending on qualifications, skills, competencies, and experience. This role may be eligible for bonuses and equity awards.

Schedule

Hybrid work model: Employees based near the Santa Clara office are expected to work from the office three days per week.