Sr. Deal Desk Analyst

The Senior Deal Desk Analyst serves as the commercial and pricing authority for complex and non-standard sales deals. This role partners closely with Sales, Finance, Legal, and Revenue Operations to evaluate deal risk, enforce pricing and approval policies, and advise on optimal deal structures that balance competitiveness, margin protection, and long-term revenue health.

This is a senior individual contributor role focused on deal quality, governance, and judgment. While the Deal Operations Analyst ensures approved deals execute cleanly in systems and downstream workflows, the Senior Deal Desk Analyst ensures only the right deals—with the right commercial terms—are approved in the first place.

Key Responsibilities

Deal Review & Approval

• Review, evaluate, and approve complex or non-standard sales deals, including pricing exceptions, discounting, multi-year structures, and custom commercial terms
• Serve as the primary escalation point for high-value, high-risk, or strategically sensitive deals
• Ensure deals comply with pricing, discount, and approval policies; assess risk when exceptions are requested
• Partner with Sales leadership to determine acceptable tradeoffs between competitiveness, margin, and growth objectives

Pricing & Commercial Guidance

• Advise Sales on deal structure options to optimize revenue, margin, and deal outcomes
• Interpret pricing and discount policies and apply them consistently across deals
• Partner with Finance and RevOps to evaluate margin impact, precedent, and commercial risk
• Contribute to pricing and discount strategy discussions based on deal learnings and trends

Cross-Functional Partnership

• Collaborate with Legal on commercial term review and alignment
• Partner with the Deal Operations Analyst to ensure approved deal structures are understood and ready for execution
• Provide clarity and guidance to Sales on approval requirements and deal readiness prior to close

Governance & Enablement

• Maintain approval discipline and documentation for audit and compliance purposes
• Support enablement efforts by clarifying deal policies, guardrails, and escalation paths for Sales
• Identify recurring exception patterns and recommend policy or enablement improvements
• Act as a trusted advisor to Sales and GTM leadership on deal-related decisions

Commission

• Supports commission calculation, payout validation, and capitalization activities through data accuracy, deal validation, and cross‑functional coordination.
• Partners with Finance and Accounting to ensure commission inputs are accurate and compliant prior to capitalization and payout.
• Provides operational support for commission processes while Finance retains accounting ownership.

Reporting & Insights

• Support ARR reporting by validating deal data, contract terms, and subscription details that feed revenue metrics.
• Produce and maintain price uplift reporting, including analysis of price increases on renewals, expansions, and amendments.
• Support churn reporting by ensuring accurate capture of cancellations, downgrades, and contract changes within CRM and downstream systems.
• Partner with Finance, and Customer Success to ensure revenue reports reflect contractual reality and approved deal structures.
• Identify trends and discrepancies across ARR movements (new, expansion, contraction, churn) and surface insights to stakeholders.
• Maintain documentation and data hygiene standards to support accurate and repeatable reporting.

Qualifications

Required

• 5–8+ years of experience in Deal Desk, Pricing, Revenue Operations, Sales Operations, or Commercial Finance
• Bachelor’s degree in finance, Accounting, Business, or related field
• Strong experience reviewing and approving complex B2B sales deals
• Deep understanding of pricing, discounting, deal economics, and commercial risk
• Ability to exercise strong judgment and confidently advise Sales leadership
• Excellent communication skills and comfort pushing back when necessary

Preferred

• Experience in B2B SaaS or subscription-based business models
• Experience with ASC 606 and partnership with technical accounting teams
• Experience partnering with Finance and Legal on complex deals
• Experience in high-growth, multi-product, or global sales environments