Senior Deal Desk Manager
Own end-to-end deal strategy for complex enterprise SaaS transactions, structuring pricing, governance, and quote-to-order processes while partnering with Sales, Finance, Product, and Legal leadership.
Responsibilities
- Own the strategic deal review process for Fin's largest enterprise opportunities, including non-standard pricing, multi-product bundles, multi-year commitments, and complex negotiation cycles.
- Partner directly with senior Sales leadership, Finance, Product, and Legal to structure enterprise deals that balance growth targets, margin goals, and long-term customer value.
- Design, implement, and continuously refine deal governance frameworks — including pricing guardrails, approval workflows, and escalation policies — that scale with the business.
- Lead the evolution of the quote-to-order process and CPQ tooling, driving automation and efficiency improvements that reduce enterprise sales cycle times and minimize friction.
- Translate complex deal data into clear commercial narratives and recommendations that inform executive decision-making, pricing strategy, and Go-to-Market planning.
- Identify and act on trends in enterprise deal flow, win/loss patterns, and pricing outcomes to proactively surface risks and opportunities to leadership.
- Serve as the senior subject matter expert on enterprise deal structuring, contract terms, and commercial policy — building organizational knowledge and driving consistency across regions and segments.
- Partner with cross-functional teams (Sales, Revenue Operations, Finance, Legal, Accounting) to align strategy, goals, and execution.
Requirements
- Bachelor's Degree.
- 7+ years in Deal Desk, Revenue Strategy, or Sales Operations supporting enterprise sales in a high-growth SaaS or AI company.
- Proven track record owning end-to-end deal strategy for complex, high-value enterprise transactions — including multi-year, multi-product, and custom-structured agreements.
- Advanced Excel and modeling skills, including multi-scenario economics and sensitivity analyses.
- Strong commercial acumen and deep understanding of enterprise SaaS business models, pricing and packaging, and the quote-to-order lifecycle — with the ability to assess deal economics, evaluate risk, and make sound recommendations under pressure.
- Experience designing and scaling deal governance frameworks, policies, and playbooks.
- Demonstrated ability to influence and advise senior stakeholders across Sales, Finance, and Legal without direct authority, and to distill complexity into clear, actionable insights for executive audiences.
Nice-to-Haves
- Experience at a high-growth company that has scaled its enterprise segment through significant revenue milestones.
- Familiarity with AI product pricing models and usage-based or consumption-based deal structures.
- Knowledge of software revenue recognition principles (ASC 606).
- Experience partnering with Product or Pricing teams on enterprise Go-to-Market packaging decisions.
Compensation & Benefits
- Base salary range (San Francisco Bay Area): $151,200 - $180,600.
- Eligible for corporate bonus program or sales incentive (target included in OTE) and RSUs.
- Competitive salary and meaningful equity.
- Comprehensive medical, dental, and vision coverage.
- Regular compensation reviews.
- Unlimited access to Claude Code and best-in-class AI tools.
- Flexible paid time off policy.
- Paid Parental Leave Program.
- 401k plan & match.
- In-office bicycle storage.
- Fun events for employees, friends, and family.
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