# Deal Desk Manager

**Company:** [Exa](https://hotfix.jobs/companies/exa)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $190k – $275k/yr
**Experience:** 6+ years
**Skills:** Salesforce, CPQ, Pricing Strategy, deal modeling, usage-based billing, Revenue Recognition, ASC 606, Sales Operations, order forms, contract lifecycle management, Stripe, metronome, orb, zuora
**Posted:** 2026-08-13

> Build and operate Exa’s deal desk, owning pricing guidance, commercial structuring, approval governance, quoting, bookings discipline, and quote-to-cash execution. The role requires 6+ years in deal desk or related commercial operations, strong Salesforce and CPQ expertise, and experience with consumption-based agreements.

## Job Description

## 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.

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