Sr. Manager, Deal Desk

General Summary

Reporting to the Executive Director, Revenue Operations, the Senior Manager of Deal Desk leads a team responsible for structuring, reviewing, and approving complex sales deals to maximize revenue, ensure compliance, and support scalable growth. This role partners closely with Sales, Finance, Legal, Product, Consulting, and Operations to streamline deal processes, enforce pricing and discounting policies, and improve overall deal velocity and quality.

• Partner closely with Sales to structure complex SaaS deals involving multi-year subscriptions, ramp pricing, usage-based components, and other offerings
• Guide sales teams on structuring enterprise agreements, co-terming, renewals, and expansions
• Serve as an escalation point for high-impact, high-value, or time-sensitive deals, balancing speed with risk management
• Collaborate with Finance to ensure deals comply with revenue recognition standards
• Review and approve complex, non-standard deals to ensure alignment with company policies and financial goals
• Support go-to-market (GTM) initiatives by operationalizing new offerings and maintaining scalable product playbooks
• Enforce deal exceptions governance, ensuring discipline while enabling competitive deal execution
• Own and continuously improve Deal Desk SLAs by defining clear turnaround expectations, monitoring performance against targets, identifying root causes of delays, and driving cross-functional accountability to ensure timely and high-quality deal support
• Maintain and continuously enhance proposal templates and standard content to ensure accuracy, consistency, and alignment with pricing, product offerings, and commercial terms
• Lead and mentor the Deal Desk team, driving performance, consistency, and professional development
• Optimize deal workflows, approval processes, and supporting systems (e.g., CRM, CPQ tools) to improve efficiency and cycle time
• Analyze deal data to identify trends, risks, and opportunities for improvement
• Drive operational efficiency and scalability across the quote-to-order process, ensuring seamless execution as the business grows
• Partner with relevant teams to support CPQ implementation and enhancements, including requirements gathering, testing, and rollout
• Strong negotiation, communication, and leadership skills, with a proven track record of driving outcomes in high-pressure, complex deal environments
• Adept at managing high-value, multi-stakeholder deals, balancing business objectives with quote accuracy and risk mitigation
• Experienced in process improvement and automation, with a focus on scalability, efficiency, and reducing manual tasks
• Strong analytical and reporting capabilities, with the ability to translate data into actionable insights for continuous improvement
• Customer-centric mindset, consistently aligning deal processes with client needs and satisfaction
• Flexible and collaborative leadership style, able to operate effectively both as a team leader and as a supportive team member
• Executive-level written and verbal communication skills, with a particular emphasis on concise, high-impact business writing
• Highly collaborative, with the ability to partner effectively across cross-functional teams and build strong relationships at all levels of the organization
• Self-directed and proactive, demonstrating strong initiative, ownership, and the ability to thrive in a fast-paced, evolving environment

• Bachelor’s degree in Business, Finance, or a related field or an equivalent combination of education and related professional experience
• Minimum of 8 years of experience in Deal Desk, Sales Operations, Finance, or related roles
• 5+ years of experience supporting commercial processes in a fast-paced, customer-centric environment
• At least 3 years of experience in a leadership or team management role, with proven ability to coach, mentor, and develop high-performing teams
• Strong understanding of SaaS or subscription-based business models
• Experience with CRM and CPQ systems (e.g., Salesforce, Apttus, or similar)
• Experience supporting CPQ implementation
• Deep knowledge of pricing strategies, contract structures, and revenue recognition principles
• Excelle…