Manager, Deal Desk
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Job Description
Manager, Deal Desk leading contract operations at Demandbase, a B2B pipeline AI platform. Overseeing deal structures and optimizing compliance and performance metrics.
Responsibilities:
- Manage end-to-end contract lifecycle including non-standard terms, pricing approvals, and deal structure reviews
- Ensure compliance with company policies, legal requirements, and revenue recognition standards
- Streamline contract approval workflows and reduce deal cycle times
- Partner with Legal to manage contract templates, redlines, and commercial negotiations
- Maintain contract repository and ensure data accuracy in Salesforce and CPQ systems
- Build and scale a best-in-class deal desk function that supports revenue growth
- Develop deal desk playbooks, processes, and standard operating procedures
- Create deal scoring and risk assessment frameworks
- Implement deal structure standards and guardrails for non-standard deals
- Design metrics and dashboards to track deal desk performance and deal quality
- Act as trusted advisor to Sales leadership on complex deal structures and pricing strategies
- Partner with Finance on revenue recognition implications and deal economics
- Work closely with Legal on contract risk assessment and negotiation strategy
- Coordinate with Product and Pricing teams on packaging and discount strategies
- Lead, mentor, and develop two direct reports on the deal desk team
- Establish clear goals, priorities, and performance expectations
- Foster a culture of collaboration, continuous improvement, and customer service excellence
- Build team capacity to scale with business growth
Requirements:
- 5+ years of experience in deal desk, sales operations, or related revenue operations roles
- 2+ years of people management experience
- Deep understanding of SaaS business models, pricing strategies, and contract structures
- Strong knowledge of CPQ systems (Salesforce CPQ, DealHub, or similar)
- Experience building or scaling deal desk functions from scratch
- Excellent analytical and problem-solving skills with attention to detail
- Strong business acumen and ability to balance business needs with policy compliance
- Exceptional communication and stakeholder management skills
- Ability to work in fast-paced environment and manage competing priorities.
Benefits:
- Offers Bonus
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