Deal Desk Manager

In one year you’ll know you were successful if…

• You’ve led Deal Desk coverage for sales to Crypto exchanges, financial technology (“fintech”) and/or payment solutions customers and support sales goals, materially de‑risking coverage during high volume and high stress deal strategy
• You’ve driven data‑backed analytics and pricing frameworks that have shifted approvals and pricing from intuition to objective guardrails and precedent.
• You have been the go‑to commercialization partner for Legal, Product, Services, and Finance on non‑standard SKUs and new offerings within both SaaS and on‑prem environments turning ambiguous edge cases into repeatable processes.
• You have demonstrated clear leadership capability through mentorship, enablement, and conflict‑resolution maturity, particularly in leading team member onboarding and embodying Chainalysis leadership principles such as Coach & Empower and Strong Convictions, Loosely Held.
• You’ve developed in-depth knowledge of Chainalysis licensing and pricing models to provide deal structuring and quoting support to our global sales teams
• You’ve become the expert creative problem solver who finds a way to meet customers’ needs while adhering to our company’s overall strategy
• You perform price / discount realization analysis, combined with relevant deal context, and present executive level summaries with actionable recommendations to key business approvers
• You provide both tactical and strategic guidance to our Sales teams by coaching on contract objection‑handling techniques, alternative contract options, and best practices to help close deals
• You function as point of contact and subject matter expert / project manager for Sales on deal pricing matters and questions related to common customer requests regarding deviations from Chainalysis standard operational processes, infosec standards, and SLA/engineering positions.
• You look for opportunities to create meaningful partnerships with the field and other stakeholders (enablement, training, Q  participation, etc.)
• You’ve built analytics, KPIs and business processes relevant to pricing, and use performance insights to drive improvements and share key learnings with executive‑level leadership
• You partner with regional leadership to prioritize and organize projects and deals for critical deadlines at customer and for month‑end, quarter‑end, and year‑end
• You collaborate with the Sales Enablement team to create training content for your region to ensure Sales is informed on new products, best practices and regular updates to policies, etc.
• You create, maintain and innovate with respect to an ongoing knowledgebase of common issues arising during deal cycles.
• You establish key plays for the Deal Desk team and ensure they are enabled to be the most creative and effective they can be.

• Strong experience within a Deal Desk role for 5-7 years, but also including related processes such as sales operations & enablement, finance, and/or legal, with specific experience around deal structuring/quoting complex SaaS transactions for a fast‑growing multinational company
• Analytical mindset and recognized competency for in depth analysis and modeling
• Leader in key stakeholder activities assigned from cross‑functional projects or programs, including the gathering, analyzing, prioritization, and complexity categorization of business requirements
• Solid understanding of the Quote to Order stages within the Lead to Cash lifecycle with Salesforce CRMs
• Working knowledge with revenue recognition (GAAP, ASC 606)
• Salesforce, Salesforce CPQ is required
• Experience leading a team is preferred, with extensive experience in one‑on‑one mentoring and coaching sessions with team members of all levels.
• Must be comfortable representing the company to customers in negotiations and resolving customer satisfaction issues
• Advanced written, verbal, and interpersonal skills in order to effectively communicate policies and procedures to all levels of staff and management, particularly the ability to explain complex concepts clearly and concisely across all levels of the organization
• Excellent collaboration, reinforces alignment with business…