Senior Deal Desk Manager

About the Role

We are seeking a highly experienced Senior Deal Desk Manager to serve as a key business partner for our enterprise sales organization. In this role, you will oversee the entire deal lifecycle—from initial structuring to final pricing approvals—collaborating closely with Sales, Finance, Legal, and Product stakeholders to accelerate revenue while upholding global commercial standards. This position requires a seasoned expert in enterprise technology transactions who can deliver the strategic judgment and operational structure necessary for complex, high-value deals.

Core Responsibilities

• Act as the commercial advisor for enterprise sales, managing complex deal structuring, pricing methodologies, and compliance for non-standard terms.
• Facilitate cross-departmental deal evaluations with Legal, Finance, and Executive teams for high-priority strategic opportunities.
• Develop and update pricing models and discount policies to balance market competitiveness with corporate margin goals.
• Collaborate with Revenue Operations to improve sales velocity and win rates through streamlined approval workflows and proactive guidance.
• Evaluate market intelligence and internal pricing trends to mitigate revenue loss and improve global commercial strategy.
• Provide support on day to day use of CPQ tools and approval workflows to drive operational efficiency.
• Enforce global commercial policies and escalation protocols to ensure organizational consistency across all regions.

Key Responsibilities

• Serve as a primary business partner for sales supporting complex Enterprise deal structuring, pricing strategies, policy compliance, and oversight to any exceptions to non-standard commercial terms
• Help develop and refine pricing frameworks, discount governance policies, and deal approval workflows that balance competitive agility with margin discipline
• Partner with Sales & Revenue Operations leadership to drive deal velocity, improve win rates, and shorten sales cycles through proactive commercial guidance
• Lead cross-functional deal reviews involving Finance, Legal, Product, and Executive stakeholders for strategic and high-value opportunities
• Analyze deal trends, pricing patterns, and competitive intelligence to continuously refine commercial strategy and identify potential revenue leakage
• Support the build-out and optimization of Deal Desk tooling, CPQ (Configure Price Quote) systems, and approval automation in partnership with Revenue Operations
• Enforce commercial policies and escalation thresholds, ensuring consistency and compliance across sales teams
• Collaborate with regional Sales and Finance leaders to adapt global commercial frameworks to align with industry vertical trends and local market dynamics

Qualifications

• 8+ years of progressive experience in Deal Desk, Sales Operations, Revenue Operations, or Commercial Finance within enterprise B2B technology companies (SaaS, AI, cloud infrastructure, or software)
• Deep expertise in enterprise pricing strategy, discounting frameworks, and complex contract structures (multi-year, multi-product, consumption-based, and subscription models)
• Proven track record operating in a global capacity, supporting sales teams across multiple regions and time zones
• Strong command of CPQ platforms (e.g., Salesforce CPQ, Apttus/Conga, Oracle CPQ) and CRM systems
• Exceptional ability to build cross-functional relationships and influence without authority, including at the executive level
• Analytical rigor combined with sound business judgment — able to move quickly on complex deals without sacrificing commercial integrity
• Experience navigating and structuring