Senior Manager, Sales and Deal Desk

The Senior Manager, Revenue Strategy and Operations will lead Commissions and Deal Desk operations. This position will be responsible for shaping and scaling revenue operations processes, enabling the field, and influencing our go-to-market strategy through data, systems, and insights. As a key partner to Sales, Finance, Legal, and Product, this position will ensure deal velocity, pricing integrity, and incentive alignment across the business.

This role requires strong communication skills, relationship-building abilities, and a focus on reliability and process management.

• Partner with Finance and Sales leadership to design and operationalize sales compensation plans aligned to business goals.
• Support the ongoing management, analysis, and optimization of incentive programs.
• Lead communication and enablement related to compensation policies.
• Apply rigorous attention to detail when managing commission data, owning the end-to-end process while minimizing errors and adhering to the structure of the plans.
• Own Salesforce effectiveness metrics and collaborate with Enablement and HR to identify performance gaps and improve overall sales team effectiveness.
• Drive automation and tooling enhancements to support scale and efficiency, leveraging AI to improve efficiency.
• Own and lead global Deal Desk operations, ensuring efficiency, compliance, and strategic deal execution.
• Serve as the escalation point for complex deal structuring and pricing questions.
• Define and maintain Grants of Authority (GOA) and pricing threshold documentation and ensure clear communication across GTM teams. Lead enablement of Achievers pricing and sales process.
• Maintain Deal Desk Playbook documenting company’s position on critical terms and conditions, including GOA, in collaboration with Legal and Finance.
• Collaborate with Legal, Finance, and Sales to resolve deal issues and streamline approvals.
• Manage the Deal Desk Dictionary and enablement efforts across revenue teams.
• Create complex pricing proposals with minimal oversight; deliver pricing insights to senior leadership.
• Lead, coach, and develop a team across Commissions and Deal Desk.
• Drive cross-functional alignment on strategic initiatives, GTM motions, and operational enhancements.
• Ensure clear and streamlined operating mechanisms between Revenue teams and internal teams.

• Strategic Communication
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  Ability to tailor complex messages for different audiences, including executives, sales teams, and cross-functional stakeholders, to drive alignment and clarity in decision-making.
• Stakeholder Influence & Relationship Management
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  Proven track record of building and sustaining strong partnerships across Sales, Finance, Legal, and Product to support scalable revenue growth and deal execution.
• Accountability & Ownership
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  Demonstrates a high level of ownership, driving initiatives from conception to execution with minimal oversight.
• Process Leadership
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  Expertise in managing and scaling operational processes, driving continuous improvement across workflows.
• Confident Decision-Making
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  Exercises sound judgment in high-stakes scenarios and clearly communicates rationale to both peers and senior leadership.
• Team Leadership & Enablement
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  Experience leading teams or mentoring others, removing roadblocks, and fostering a high-performance culture within a revenue or operations environment.
• Deal Structuring & Negotiation
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  Adept at managing strategic deal negotiations independently, including pricing, terms, and redlines, while supporting junior team members in skill development.
• Commercial & Pricing Strategy Execution
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  Capable of optimizing deal structures for long-term customer value and profitability, with a demonstrated ability to lead enterprise pricing strategy conversations.
• Risk & Compliance Management
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  Skilled at identifying risks in non-standard deals and implementing frameworks to mitigate financial and operational exposure.
• Operational Innovation
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  Leads initiatives to automate and streamline internal deal desk processes to enhance efficiency and scalability.
• Escalation Leadership
  :
  Serves as a trusted…