United States onlyWe are seeking a skilled and proactive Deal Desk Manager to support our sales organization. The ideal candidate will have a strong background in SaaS, preferably in the identity governance and administration sector. This role involves reviewing and approving quotes, advising account executives on deal structures, managing contract reviews, and collaborating with multiple departments to ensure seamless deal execution.
Key Responsibilities:
- Review and Approve Quotes:
- Review and approve CPQ quotes to ensure they align with company policies and objectives.
- Provide guidance on pricing, terms, and conditions to optimize deal outcomes.
- Advise Account Executives (AEs) on Deal Structure:
- Serve as a trusted advisor to AEs, offering insights on optimal deal structures and strategies.
- Assist in drafting commercial language on order forms to reflect negotiated terms accurately.
- Risk Management and Recommendations:
- Escalate and manage deal risks, approvals, and provide recommendations for non-standard terms and pricing.
- Identify potential risks in deal proposals and suggest mitigating strategies.
- Contract Review and Visibility:
- Serve as the quarterback on commercial terms contained in ordering documents.
- CPQ Enhancements and Testing:
- Submit and test enhancements to the Configure, Price, Quote (CPQ) system to improve productivity, tracking, and customer experience.
- Ensure CPQ processes are efficient and user-friendly.
- Commercial Language Library Maintenance:
- Maintain a comprehensive library of commercial language to streamline commercial term negotiations.
- Ensure consistency, reportability and approvals if necessary.
- Special Projects:
- Identify opportunities and lead special projects aimed at improving pricing, financial outcomes, accuracy and overall efficiency.
- Training and Enablement:
- Conduct training sessions for AEs on CPQ usage, best practices, and deal basics.
- Develop enablement materials to support the sales team’s ongoing education.
- Cross-Functional Collaboration:
- Collaborate with Sales, Contracts, Finance, Accounting, Product, and Customer Success teams to ensure seamless deal execution.
- Foster strong working relationships across departments to support business objectives.
- Order Booking Compliance:
- Ensure all booked orders comply with company policies and contractual agreements.
- Monitor and verify order accuracy and completeness.
Qualifications:
- Bachelor’s degree in Business Administration, Accounting, Finance, or a related field - MBA is a plus.
- Minimum of 5 years of experience in a deal desk, sales operations, or pricing role within a SaaS company.
- Ability to get along well with others, work in a fast-paced, dynamic environment, manage multiple priorities and styles simultaneously. Experience in identity governance and administration is highly preferred.
- Strong understanding of SaaS business models, pricing strategies, and revenue recognition principles.
- Excellent analytical and problem-solving skills, with the ability to make data-driven decisions.
- Strong communication and interpersonal skills, with the ability to collaborate effectively with cross-functional teams.
- Proficiency in Salesforce, CPQ tools, and other relevant software applications.
United Kingdom only
