Deal Strategy & Operations Manager

Accountabilities

• • Partner with Sales teams across regions to structure and execute complex, high-value enterprise SaaS transactions from initial quote through final signature.
  • Develop creative pricing models, deal structures, and commercial terms that balance revenue growth, speed, margin protection, risk, and customer experience.
  • Own deal approval workflows and serve as the escalation point throughout the transaction lifecycle.
  • Analyze pricing, discounting, deal outcomes, and other commercial data to identify trends and generate actionable insights.
  • Lead win/loss reviews and deal retrospectives, using lessons learned to improve future deal strategies and commercial processes.
  • Ensure deal structures are aligned with revenue recognition requirements and broader financial objectives.
  • Drive improvements across the end-to-end quote-to-cash lifecycle, identifying opportunities to increase efficiency, consistency, and scalability.
  • Define business requirements and collaborate with systems teams to improve CPQ, CLM, Salesforce, and related commercial technology.
  • Lead user acceptance testing and support the rollout of new deal processes, tools, and workflows.
  • Represent Deal Strategy & Operations in high-priority cross-functional initiatives and help standardize processes through clear documentation.
  • Train and advise Sales teams on pricing, deal construction, quoting, and the strategic rationale behind commercial policies.
  • Develop and maintain a self-service Deal Strategy Playbook to improve sales enablement and consistency.

  Requirements

  • 5+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Operations, Sales Operations, or a related function.
  • Proven experience owning complex enterprise SaaS transactions across the quote-to-cash lifecycle.
  • Hands-on experience administering, implementing, or optimizing CPQ platforms.
  • Strong proficiency with Salesforce, particularly around quoting, approvals, and deal reporting.
  • Solid understanding of enterprise SaaS contracting concepts, including order forms, MSAs, DPAs, and SOWs.
  • Excellent communication and stakeholder-management skills, with strong emotional intelligence and the ability to influence without direct authority.
  • Strong commercial judgment and the ability to make thoughtful decisions in ambiguous, fast-moving environments.
  • Demonstrated ability to work effectively across Sales, Finance, Legal, Security, RevOps, and technology teams.
  • Strong analytical and problem-solving skills, with the ability to translate deal data into strategic recommendations.
  • Experience working independently in an individual-contributor capacity while managing multiple high-priority initiatives.
  • Salesforce Administrator experience or certification is a plus.
  • A background in legal operations, contract management, pricing strategy, sales, or customer-facing roles is advantageous.
  • Availability to work standard IST business hours, approximately 8:30 AM to 6:30 PM, with one late-day team meeting or call per week.

  Benefits

  • Competitive, location-based compensation aligned with experience, skills, education, and geography.
  • Equity participation as part of the overall compensation package.
  • Comprehensive benefits for employees and their families.
  • Opportunity to work at the center of commercial strategy and enterprise deal execution.
  • Exposure to complex, high-value enterprise SaaS transactions and global Sales organizations.
  • Significant autonomy and ownership in an individual contributor role.
  • Opportunity to influence commercial processes, systems, and operational strategy at scale.
  • Fast-paced environment with strong enterprise traction and continued business growth.