Deal Desk Manager

Deal Structuring & Quoting

• Be the go-to expert on Kong’s products, pricing models, and packaging options, providing accurate and strategic quoting support to the sales team.
• Partner with sales to find creative paths that satisfy customer needs without undermining deal economics for Kong.
• As needed, work directly with customers and sales to align on deal structure and commercial terms.

Deal Formation & Execution

• Drive the end-to-end deal process—from initial structure to signed contract—with a focus on minimizing cycle time and maximizing revenue.
• Handle non-standard, complex, or multi-solution deal requests, coordinating across business units to reach alignment.
• Assist in structuring sophisticated deals that require creative commercial thinking and cross-functional coordination.

Cross-Functional Partnership

• Serve as a central connector across legal, revenue, finance, and Product & Pricing teams—owning alignment across all of them on deal structure and contract language.
• Run deal reviews and early-stage checkpoints to catch issues before they become blockers, and enforce standard business practices and policies consistently.

Sales Efficiency & Process Excellence

• Champion best practices that make the sales motion faster and more consistent across regions.
• Support discounting metrics and processes that give leadership better visibility into deal quality and commercial consistency.
• Identify patterns across the deal pipeline and bring forward recommendations for process improvements or policy updates.

Requirements

• 5+ years of experience in a Deal Desk, Revenue Operations, Sales Operations, or similar commercial role at a B2B SaaS or enterprise software company.
• Hands-on experience structuring complex deals—including multi-product, multi-year, or non-standard commercial arrangements.
• Prior exposure to working directly with enterprise customers on commercial negotiations or contract language.
• Familiarity with subscription, consumption-based, and hybrid pricing models; understanding of how each affects deal structure and revenue recognition.
• Strong commercial instincts—you can spot a bad deal structure quickly and know how to fix it without torpedoing the relationship.
• Exceptional cross-functional communication; you work well with sales, legal, finance, and executives simultaneously and can hold your ground with all of them.
• Analytical mindset with comfort in metrics, discounting analysis, and reporting to support business visibility.
• High tolerance for ambiguity and the ability to move quickly without all the information—you ask the right questions to fill the gaps.
• Organized, process-oriented, and capable of managing multiple complex deals at different stages simultaneously.