Senior Manager of Deal Desk and Order Management

We are seeking a highly skilled and experienced Senior Manager of Deal Desk and Order Management to lead the day-to-day sales operations in our EMEA and APAC regions. This pivotal role requires exceptional leadership, strategic thinking, and a deep understanding of deal structuring, order management, and cross-functional collaboration across internal teams.

What You’ll Do

People Management:

• Lead and mentor a high-performing team of Deal Desk and Order Management professionals, providing coaching and development opportunities to drive continuous improvement and innovation.

• Foster a collaborative and inclusive team culture that values innovation, accountability, and excellence in operational execution, making a positive impact on our employees' growth and well-being.

• Conduct regular performance evaluations and provide constructive feedback to support the professional growth of team members, empowering them to innovate fearlessly and contribute to our collective success.

• Implement robust processes and tools to monitor and report on Deal Desk and Order Management KPIs, ensuring transparency and accountability across the organization.

Internal Alignment and Collaboration:

• Foster strong cross-functional partnerships with Sales, Accounting, Legal, and Services (Customer & Partner Experience) teams, embodying our value of winning as a team to streamline deal processes and ensure compliance with company policies.

• Act as a key liaison between departments to facilitate communication and resolve any conflicts or escalations effectively, always prioritizing the positive impact on our customers.

• Provide guidance and support to internal stakeholders on deal structuring and order management best practices, emphasizing the importance of doing the right thing in every interaction.

• Collaborate cross-functionally to identify potential areas for revenue optimization, leveraging data analytics and insights to identify trends and opportunities that amaze our customers, and always doing the right thing for the company and our customers.

Deal Strategy and Structure:

• Develop and implement strategic deal structure models to optimize revenue potential while mitigating risks, ensuring alignment with internal stakeholders and our corporate values.

• Collaborate closely with Sales, Accounting, and Legal teams to ensure ethical and customer-centric deal terms and pricing strategies.

• Analyze market trends and customer insights to drive informed decision-making in deal negotiations, aiming to amaze our customers with innovative deal engineering solutions.

Order Management and Data Accuracy:

• Oversee the end-to-end order management process, ensuring accuracy and completeness of orders while adhering to established policies and procedures.

• Implement data quality measures to maintain the integrity of customer information and order data, leveraging technology solutions and best practices.

• Collaborate with Data, Insights & Analytics, Business Operations, and IT teams to identify opportunities for process automation and data integration, enhancing efficiency and accuracy in order management.

What You’ll Need

Minimum Qualifications

• 8+ years of experience in deal desk, order management, and/or sales operations roles within the SaaS industry, with a proven track record of success

• Undergraduate degree or equivalent combination of relevant career experience and expertise

Preferred Qualifications

• Strong analytical skills with the ability to translate complex data into actionable insights and recommendations and bring internal stakeholders along.

• Excellent communication and interpersonal skills, with the ability to influence and collaborate effectively across all levels of the organization.

• Demonstrated leadership experience, including managing teams and driving operational excellence.

• Ability to thrive in a fast-paced, dynamic environment and effectively prioritize competing demands.

• Progressive people management experience with a focus on coaching and mentorship

• Experience in structuring deals within a value-based sales process and building a commercial model to support the business case

• Experience in reviewing redlines, drafting non standard commercial terms, and redlining customer paper as related to Master Agreements and Sales Orders

• Advanced skills in Microsoft Word, Microsoft Excel, Google Docs, and/or Google Sheets

• Experience supporting remote and local Enterprise SaaS sales teams

• Experience with both direct B2B sales models and tiered channel partnership models

• Experience working with remote cross-functional teams such as Legal, Finance, Product

• Working knowledge of ASC 606 Revenue Accounting guidelines

• Salesforce CRM, Salesforce CPQ, and CLM experience preferred

Working Conditions & Travel Requirements

• Up to 10% travel for team meetings and company events

• Reliable internet access for any period of time working remotely, not in a Workiva office.

Where You’ll Work

Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.

We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.

At Workiva, you’ll enjoy

• Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.

• Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more

• Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.

Learn more about life at Workiva: https://www.linkedin.com/company/workiva/

Learn more about benefits: https://www.workiva.com/careers/benefits

Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.