Senior Manager, Deal Desk

Your impact

In this role, you will:

• Own and operate Fleetio's Deal Desk function end-to-end — including deal review, approval routing, and exception management — while continuously improving the systems and processes that support deals at every size and level of complexity
• Own the commercial policy framework, including discount guardrails, approval matrices, and escalation paths that allow Sales to move fast with the right controls
• Serve as a senior commercial advisor to Sales, Partnerships, and executive leadership on complex, strategic, and non-standard deals — bringing independent commercial judgment and clear recommendations, not just process facilitation
• Support the full commercial lifecycle by reviewing new business, expansion, and renewal deals, ensuring consistent application of pricing policies and approval workflows across all GTM motions
• Analyze pricing, discounting, and deal performance data trends to surface opportunities for productivity improvements
• Leverage AI and automation tools to automate deal review triage, summarize non-standard contract terms, generate pricing scenario models, and reduce manual approval coordination
• Collaborate with the Partnerships teams to develop the commercial framework for partner-sourced and partner-influenced deals, including deal registration, pricing rules, and margin structures
• Define and report on internal metrics for the Deal Desk function — including deal approval SLAs and ARPU floors — and use data to continuously raise the bar on both speed and deal quality

Your experience

• 6+ years of experience in Deal Desk, Revenue Operations, or commercial finance within a B2B SaaS environment, with at least 2 years in a senior individual contributor or lead capacity
• Experience owning deal review processes, approval workflows, or discounting policy management for SMB, Mid-Market, and Enterprise deals
• Strong understanding of SaaS business models, contract structures, and discounting methodologies
• Proven ability to evaluate deal economics and make recommendations that balance growth, profitability, and risk
• Strong analytical skills with experience using Salesforce and financial modeling tools
• Demonstrated ability to incorporate AI-powered tools into day-to-day workflows to improve efficiency and accelerate analysis
• Strong communication skills with the ability to simplify complex commercial concepts for a variety of audiences in Sales, Partnerships, and Finance
• Proven track record of operating with high autonomy in a fast-moving environment — setting your own priorities, making sound judgment calls under ambiguity, and proactively driving outcomes without waiting to be directed

Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family)
• Vision insurance
• Incentive stock options
• 401(k) match of 4%
• PTO - 4 weeks (increases at year two!)
• 12 company holidays + 2 floating holidays
• Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
• FSA & HSA options
• Short and long term disability (short term 100% paid)
• Community service funds
• Professional development funds
• Wellbeing fund - $150 quarterly
• Business expense stipend - $125 quarterly
• Mac laptop + new hire equipment stipend
• Fully stocked kitchen with tons of drinks & snacks (BHM only)
• Remote working friendly since 2012