Manager, Revenue Operations (Deal Desk)
Job Description
We are seeking a high-impact Manager, Revenue Operations to build, lead, and scale our Deal Desk function from the ground up. This role goes beyond managing approvals — you will be a strategic partner to Sales, Finance, and Legal, designing the commercial frameworks that allow us to win larger deals, faster, and more profitably.
Your mandate is to evolve deal-making from a reactive approval process into a proactive advisory function, increasing deal velocity, protecting margins, and enabling predictable Month-End and Quarter-End closes.
Why This Role Matters
In many companies, Deal Desk is a bottleneck. Here, it is designed to be an accelerant - with real ownership, executive visibility, and the mandate to reshape how we sell
Key Responsibilities:
Strategic Deal Architecture & Sales PartnershipAct as a trusted Deal Coach to Sales on complex deal structures (multi-year, ramps, cross-sell, usage-based pricing).Implement discounting and approval frameworks that protect margin while maximizing ARR.Balance sales flexibility with financial and legal guardrails to ensure sustainable, scalable deals.
Function Stand-Up & Team LeadershipDesign and document the end-to-end Deal Desk lifecycle from quote to contract handoffHire, mentor, and develop a high-performing team of Deal Desk AnalystsServe as the primary cross-functional partner to Sales, Finance, Legal, and Product on non-standard deals
Operational Excellence & StandardizationStandardize deal types, commercial terms, and contract language to enable “clean” quarter-end closesOwn CPQ business logic to ensure alignment with pricing strategy and packagingBuild / maintain the Deal Desk Playbook to enable Sales self-service on standard dealsSuccess KPI's
Reduced quote-to-cash cycle time for complex dealsIncreased deal throughput per analystImproved average realized price and discount disciplineNear-zero commercial errors reaching Finance and LegalHigher win rates on strategic deals supported by Deal DeskQualifications:
5+ years in Deal Desk, RevOps, Sales Ops, or Finance; 2+ years managing peopleStrong understanding of SaaS pricing, enterprise deal structures, and revenue recognitionAdvanced Salesforce and CPQ expertiseHigh EQ with the ability to influence senior Sales leaders