Deal Desk Manager

Responsibilities

Deal Structuring & Pricing Guidance

• Serve as the first call for account executives on non-standard deals, including deal structure, pricing scenarios, commercial tradeoffs, and approval paths.
• Own the commercial architecture of consumption deals, including committed-spend tiers, rate cards, overage and true-up mechanics, minimums, rollover, ramped commitments, and multi-year structures.
• Build data-driven discount and pricing guidance within defined approval bands.
• Model deal economics before signature, including effective rate, blended discount, ARR, TCV, consumption risk, and margin implications.

Quote-to-Cash & Approval Governance

• Design and operate the approval matrix and delegation of authority across account executives, sales leadership, Finance, founders, and the CRO.
• Own quoting and order-form generation, including CPQ configuration and templates.
• Partner with Legal and outside counsel on redlines and non-standard terms.
• Coordinate handoffs to Finance and billing to ensure signed agreements produce accurate invoices, start dates, billing schedules, and subscription and consumption records.
• Maintain an audit trail for exceptions and approvals.

Bookings Discipline & Revenue Governance

• Apply bookings policies and metrics definitions covering bookings, ramps, multi-year agreements, debookings, downgrades, and mid-term amendments.
• Maintain opportunity data quality at close, including stage integrity, close dates, product and segment tagging, and downstream reporting and commission fields.

Field Partnership & Deal Velocity

• Participate in deal reviews and forecast calls, identifying structural risk and proposing remediation options.
• Enable account executives and forward-deployed engineers on pricing, packaging, and approval mechanics.
• Bring competitive and market pricing intelligence into pricing strategy discussions.
• Track turnaround time, exception rate, discount trends, and process friction.

Systems, Scale & Automation

• Establish templated structures, self-service quote paths, approval routing in Salesforce, and automated first-pass deal and document review.
• Partner with Revenue Systems and Technology to integrate quoting, approvals, and billing into the commercial systems stack.
• Write playbooks and documentation to scale the function.

Requirements

• 6+ years of experience in deal desk, deal strategy, order management, sales operations, or commercial finance at high-growth B2B technology companies.
• Experience owning a deal process and structuring consumption or usage-based commercial agreements, including committed spend, overages, true-ups, and ramps.
• Fluency in enterprise contracting mechanics, including order forms, MSAs, DPAs, security addenda, and commercially significant terms.
• Strong Salesforce fluency and hands-on experience with quoting, CPQ, and approval automation.
• Ability to model deal scenarios and defend the resulting economics.
• Sound judgment, commercial pragmatism, and the ability to balance deal velocity with process discipline.
• Comfort building processes in a fast-moving, small-team environment.

Nice-to-Haves

• Working knowledge of revenue recognition, including ASC 606, and the relationship between deal structure, bookings, ARR, and revenue.
• Experience with developer tools, APIs, or data infrastructure sold to engineering-led buyers.
• Experience supporting product-led growth and enterprise sales within one commercial architecture.
• Familiarity with usage-based billing platforms such as Stripe, Metronome, Orb, or Zuora.
• Experience with contract lifecycle tools such as Ironclad or DocuSign.
• Experience using AI to accelerate contract and deal review.

Compensation & Benefits

• Compensation information is provided by the ATS.