Senior Analyst / Manager, Sales Operations & Deal Desk
Manages sales operations and deal desk activities, including Salesforce administration, pipeline governance, pricing approvals, deal structuring, reporting, and quote-to-cash improvements. Requires 5+ years of relevant experience for the Manager level, strong CRM and spreadsheet skills, and cross-functional collaboration.
About the job
Responsibilities
Deal Desk
- Review and approve deal structures, pricing exceptions, discounts, and non-standard contract terms according to company policy.
- Partner with Sales, Legal, and Finance to structure consumption-based pricing deals involving usage tiers, minimum commitments, ramp schedules, and renewal terms.
- Maintain deal desk approval workflows and playbooks, with clear escalation paths and consistent turnaround times.
- Track deal desk cycle time, exception volume, and win/loss patterns related to deal structure.
Sales Operations
- Own Salesforce CRM data integrity and administration, including pipeline hygiene, opportunity stages, fields, and reporting structure.
- Support territory design, account assignment, and quota allocation with Sales leadership.
- Build and maintain dashboards and reports covering pipeline coverage, forecast accuracy, and sales representative productivity.
- Implement process improvements across the quote-to-cash lifecycle to reduce friction and improve Finance data quality.
Cross-Functional Partnership
- Advise sales representatives and managers on processes, systems, and deal-related questions.
- Partner with Finance and FP&A to ensure deal terms and CRM data flow accurately into revenue reporting and forecasting.
- Support onboarding and training for new sales hires on CRM usage, deal desk processes, and sales tools.
- Assist with ad hoc analysis and Revenue Operations projects.
Requirements
- 3+ years of experience for the Senior Analyst level or 5+ years for the Manager level in sales operations, deal desk, or a related analytical function, ideally in B2B SaaS.
- Hands-on Salesforce or comparable CRM experience, including administration, reporting, and workflow configuration.
- Strong Excel and spreadsheet skills.
- High attention to detail and a process-oriented approach.
- Ability to communicate policies and processes clearly to sales representatives.
- Ability to work effectively in a fast-paced, high-growth environment.
Nice-to-Haves
- Experience structuring consumption- or usage-based pricing models.
- Experience with CPQ tools or quote-to-cash process design.
- Exposure to sales compensation, territory planning, or forecasting.
Compensation
- Annual base salary: $132,000–$169,000 USD.
- Additional compensation may include company bonus, sales incentives where applicable, equity, and benefits.
Skills
Salesforce, Crm Administration, Excel, Sales Operations, Deal Desk, Salesforce Reporting, Workflow Configuration, CPQ, Quote-To-Cash, Pipeline Forecasting, Territory Planning, Sales Compensation
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