Manager – Deals Desk
Employment Information
Report this job
Job expired or something wrong with this job?
Job Description
Manager / Director overseeing the Deal Desk operations at a cybersecurity leader, ensuring deal governance and commercial excellence. Leading automation and scalability efforts with a focus on financial discipline and team development.
Responsibilities:
- Own the end-to-end deal process: quota creation, quoting, approvals, and bookings across the enterprise portfolio
- Serve as the primary escalation point for non-standard and complex transactions — balancing business growth against financial and legal guardrails
- Operate and manage the CPQ-to-RCA transition, ensuring continuity and adoption through the mid-August go-live
- Enforce approval matrices and pricing guidelines consistently across deal types, segments, and regions
- Partner with Sales, Finance, and Legal to maintain and evolve deal policies, pricing frameworks, and discount guardrails
- Design and enforce a framework that allows flexibility for high-value enterprise negotiations without opening the door to precedent-setting exceptions
- Define, track, and report on KPIs that measure Deal Desk health: cycle time, exception rate, ARR per deal, approval SLA
- Champion ongoing automation of deal approvals and quote workflows — moving from manual intervention to system governance
- Drive adoption of RCA and related tooling across Sales and CS; build training and enablement for process changes
- Manage Jira-based ticket workflows for the Deal Desk team, ensuring responsiveness and throughput
- Lead and develop 1 Deal Desk Analyst (Adriel), with intent to grow headcount as the function scales
- Build a culture of operational excellence, consistent discipline, and calm under pressure
- Collaborate with the VP RevOps and broader RevOps team on go-to-market strategy and commercial optimization
Requirements:
- Director level: 10+ years in Deal Desk, Revenue Operations, or related functions, with 5+ years in a leadership role
- Manager level: 5-8 years of relevant experience with demonstrated leadership or senior ownership of a deal desk function
- Deep understanding of SaaS pricing, discounting, ARR/NRR, and revenue recognition principles
- Salesforce CPQ experience required; RCA (Revenue Cloud Advanced) experience is a meaningful differentiator
- Proven track record holding the line on commercial policy while maintaining trusted relationships with Sales, Finance, and Legal
- Experience operating with difficult, high-performing salespeople — and a track record of pushing back respectfully and consistently
- Deal automation experience is a strong plus; AI-assisted deal management a differentiator
- Jira experience preferred
Benefits:
- Competitive salary
- Stock options
- Health benefits
- Unlimited PTO
- Parental leave
- Tuition reimbursements
Similar Jobs
Technology Director
Technology Director shaping AI integration in contract lifecycle management for diverse global clientele. Collaborating with C-suite executives to craft innovative business solutions.
Director, Care Navigation – Product
Director of Care Navigation Product leading product strategy and portfolio evolution for Marathon Health. Collaborating cross-functionally to improve healthcare outcomes and reduce costs.
Deals Desk Manager / Director
Manager/Director for Deals Desk at SecurityScorecard optimizing deal governance and structures. Leading a team and ensuring compliance while enhancing a major SaaS revenue function.
Director, Analytics
Director of Analytics at WelbeHealth, leveraging data to solve business and clinical challenges. Collaborating with stakeholders to optimize healthcare operations and improve participant outcomes.
Specialty Casualty Claims Director
Director leading a specialty casualty claims team at EMC. Driving high-quality claim resolution and strategic oversight of complex claims and litigated matters.
Associate Director, GCP Quality Oversight
Lead GCP quality oversight in global clinical programs for Madrigal's liver therapeutics. Ensure compliance and data integrity while mentoring GCP quality staff.
Director, Data Center of Excellence
Director of Data Center of Excellence managing enterprise data architecture at Momentive Software. Leading data migrations and consulting efforts to enhance analytics capabilities.
Director, Total Rewards
Director, Total Rewards responsible for compensation strategy and execution for Life Sciences and Pall at Danaher. Collaborating with global leaders to align total rewards strategies with business priorities.
Senior Director, Corporate Applications
Senior Director overseeing IT applications for Finance, Legal, and HR at NewAmsterdam Pharma. Leading implementations and supporting key business functions while managing vendor relationships.
Water Group Director
Water Group Director coordinating national confederation for water policies at American Rivers. Leading strategic plans, project management, and partnership development to advance water conservation.
Senior Regional Director – Future Regional VP, Senior Partner
Regional Director overseeing franchise partnerships and sales presentations in education for Altius. Building relationships with university pre-med advisors and enhancing brand presence.
Director, Market Development – Head & Neck Specialty
Director of Market Development at Axogen, leading market strategy and execution for Head & Neck specialties. Driving growth and brand perception in the medical device space.
Senior Delivery Director – General Medicine
Senior Delivery Director managing clinical delivery operations at Fortrea with financial oversight and leadership responsibilities. Driving improvement initiatives and maximizing client relationships across studies.
Director – Market Development
Director of Market Development focused on integrated market development and demand generation for biopharmaceuticals. Driving pipeline growth and operational excellence in marketing initiatives.
Regional Director, North America Hotel Development
Regional Director driving hotel development growth across North America for BWH Hotels. Identifying and securing hotel development opportunities to expand and strengthen the brand portfolio.
Europe Licensing Director
Licensing Director overseeing regulatory affairs and product licensing for nuclear technologies in Europe. Building teams and managing strategic relationships within the regulatory landscape.
Regional Director – Access and Reimbursement
Regional Director for Oncology Sales at Pfizer driving revenue and managing sales incentives throughout U.S. Collaborating with various internal teams to optimize business plans and strategies.
Director, Corporate National Accounts – West Coast
Director of Corporate National Accounts responsible for payer strategies for Viaskin® Peanut in biotech company. Leading relationships with national payers and navigating complex health policies.
Associate Director
Associate Director at Nagarro managing digital transformation projects with AVEVA for discrete manufacturing. Collaborating globally to design asset models, optimize production efficiencies, and support operations.
Director, National Accounts – Field Reimbursement
Director of National Accounts and Field Reimbursement overseeing market access strategies for oncology products. Engaging payers and coordinating field reimbursement activities for effective resource management.