Deal Desk & Pricing Operations
The Deal Desk & Pricing Operations professional will structure and review complex enterprise deals, guide pricing and commercial approvals, and improve quote-to-close processes. The role requires 2–5 years of experience supporting B2B deals, strong analytical and communication skills, and sound commercial judgment.
About the job
Responsibilities
Deal Desk
- Partner with Sales to structure and execute enterprise and strategic deals.
- Advise on pricing, discounts, customer commitments, payment structures, and non-standard commercial terms.
- Review proposed deals, identify issues and exceptions, and coordinate approvals across Sales, Finance, Legal, and other stakeholders.
- Help develop customer proposals that meet business needs while following commercial guidelines.
- Manage deal approvals from initial request through final sign-off and resolve blockers.
- Support negotiations by advising Sales on commercial levers and tradeoffs.
- Build and maintain deal desk processes, approval frameworks, pricing guidelines, templates, and sales resources.
- Create repeatable processes for common deal structures.
- Analyze deal requests and exceptions and recommend policy or commercial-structure changes.
- Improve the quote-to-close process.
Pricing
- Maintain and improve pricing guidelines, discount frameworks, commitment tiers, and pricing tools.
- Analyze historical deals, discounting, customer commitments, and usage to inform pricing decisions.
- Support pricing initiatives as products and commercial models evolve.
Requirements
- 2–5 years of experience in Deal Desk, Sales Operations, Commercial Operations, Pricing Operations, or a similar function supporting complex B2B deals.
- Experience working with enterprise sales teams and non-standard deals.
- Strong understanding of deal structures, discounting, commercial terms, approvals, and quote-to-close processes.
- Strong analytical skills and comfort working with data.
- Excellent attention to detail and ability to manage multiple priorities.
- Excellent communication skills and confidence working with Sales, Finance, Legal, and leadership.
- Strong commercial judgment and ability to determine when exceptions are appropriate.
- Bias toward action and ability to operate while processes are still being developed.
Nice to Have
- Experience at a high-growth technology company.
- Experience with usage-based or consumption-based businesses.
- Experience with enterprise commitments, volume discounts, or custom consumption agreements.
- Experience with CPQ, CLM, or other deal management tools.
- SQL or other data analysis experience.
- Familiarity with AI, APIs, cloud infrastructure, or developer-focused products.
Skills
Deal Desk, Sales Operations, Pricing Operations, Commercial Operations, B2B Sales, Deal Structures, Discounting, Quote-To-Close, CPQ, Clm, SQL, Data Analysis, Cloud Infrastructure, APIs
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