Senior Deal Desk Manager
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Job Description
Sr. Deal Desk Manager leading deal governance, pricing, CPQ, and commercial analytics. Improving deal velocity and protecting business economics for a B2B SaaS company.
Responsibilities:
- Own the Deal Desk operating model from request intake through commercial review, approval, contracting and handoff, with clear service levels, decision rights and escalation paths
- Act as a strategic partner to Sales on complex and non-standard deals
- Lead cross-functional deal reviews with Sales, Finance, Legal, Revenue Accounting, Product and Customer Success
- Evaluate pricing, discounts, contract duration, payment structure, product configuration, commercial terms and implementation requirements
- Provide timely guidance to sellers on options, trade-offs, approvals and path to close
- Own the quality and completeness of deal submissions, approval records, decision rationale and downstream handoffs
- Build data models connecting discounting, deal structure, product mix, payment terms, attainment, pipeline coverage, win rate, deal size and sales cycle to revenue, margin and cash outcomes
- Assess economic impact of proposed deals and exceptions
- Analyse discount requests, approval outcomes, exception rates, cycle times and loss reasons
- Develop scenario and sensitivity models for pricing, approval-policy and deal-structure changes
- Create trusted Deal Desk reporting with metric definitions, source-of-truth logic and data-quality controls
- Design and maintain approval matrices and commercial guardrails
- Maintain a commercial playbook for standard and non-standard requests
- Partner with Legal and Revenue Accounting on pre-approved language and review routing
- Monitor policy effectiveness and recommend changes
- Maintain controls, documentation and audit trails
- Govern product catalogues, pricebooks, pricing rules, discount schedules, approval workflows, quote templates and order-form processes
- Administer and optimise DealHub or equivalent CPQ platform
- Maintain Salesforce opportunity, product, pricebook, quote and contract data-model knowledge
- Translate commercial requirements into system configuration, integrations and controls across Salesforce, CPQ, contracting and finance tools
- Own requirements gathering, testing, release readiness, documentation, enablement, adoption monitoring and post-launch measurement
- Automate Deal Desk and commission activities, including validation, triage, approval routing, exception detection, document generation and reporting
- Apply AI with testing, human oversight, security and measurable business outcomes
- Establish operating metrics for approval turnaround, exception rate, discount leakage, deal-cycle impact, payment accuracy, dispute volume and stakeholder experience
- Lead cross-functional improvement initiatives from diagnosis through implementation
Requirements:
- 4+ years of experience in Deal Desk, Commercial Operations, Revenue Operations, Sales Operations or an equivalent commercial role in a B2B technology or SaaS environment
- AI fluency – the desired candidate uses AI natively in their day-to-day to optimize how the work
- Substantial hands-on experience reviewing and structuring complex or non-standard deals, including pricing, discounts, products, contract duration, payment structures and commercial terms
- Strong commercial and economic judgement, with an understanding of recurring-revenue mechanics, unit economics, profitability, cash flow, customer lifetime value and commercial precedent
- Advanced analytical and financial-modelling capability, with the ability to connect deal activity and seller behaviour to revenue, margin, cost and operating outcomes
- Working knowledge of product catalogues, pricebooks, CPQ software, approval matrices, quoting, contracting and order-form processes
- Strong Salesforce proficiency, particularly across opportunities, products, pricebooks, quotes, contracts, reporting, automation and data-quality governance
- Experience administering or optimising a CPQ or Deal Desk platform such as DealHub, Salesforce CPQ or an equivalent solution
- Experience working across Sales, Finance, Legal and Revenue Accounting to reach clear, defensible commercial decisions under time pressure
- Strong stakeholder management, structured problem solving, process design, testing, documentation and change-management skills
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