Deal Desk Analyst

Nozomi Networks is seeking a highly autonomous, strategic, and detail oriented Deal Desk Analyst to support our growing team. This role is critical to enabling effective pricing governance, non standard deal management, and approval execution, while ensuring close collaboration across Sales, Sales Operations, Finance, Legal, Channel, and Operations.

This role acts as the operational backbone between Sales, Finance, Legal, Accounting, and Sales Operations to ensure deals are structured correctly, approved efficiently, documented accurately, and compliant with internal policies.

The ideal candidate brings strong analytical judgment and business acumen, with the ability to influence deal strategy while maintaining policy compliance, margin discipline, and operational efficiency. If you thrive in a fast paced, high growth environment and enjoy making commercially grounded recommendations that directly impact the business, this role offers meaningful scope and visibility.

In this role you will:

Deal Desk Case Management & Approvals

• Manage Deal Desk cases for non‑standard requests, ensuring accurate intake, documentation, review, and progression through the approval lifecycle
• Ensure all required commercial approvals are obtained prior to customer‑facing release (pricing, terms, exceptions).
• Assist sales on securing approvals by helping them present the opportunities on Executive Deal review Calls.
• Ensure deal justification, pricing rationale, approvals, and contractual deviations are clearly captured within Salesforce for audit and downstream teams.
• Drive case hygiene, DD SLA adherence, and status visibility for Sales and leadership

CPQ Discounting; Reporting & Pricing Analysis

• Review and validate Salesforce CPQ quotes for discounting accuracy, compliance, and alignment with approved pricing frameworks.
• Perform discounting analysis against standard price lists, margin thresholds, and approval matrices.
• Identify pricing risks, margin erosion, and non‑compliant discount structures before proposals are released externally.
• Support structured pricing motions such as:
  • Enterprise & Volume Agreements (ELA / EPA)
  • Multi‑year deals and price holds
  • Renewal discounts and downsell scenarios
• Maintain accurate deal and case data, supporting reporting on discount trends, approval outcomes, and deal performance

Cross‑Functional Enablement & Support

• Train and support sales teams on Deal Desk processes, case submission requirements, tools, and policies related to non‑standard quoting and concessions
• Collaborate with cross‑functional stakeholders to align on deal strategy, clarify available options, and support informed, data‑driven decision‑making.
• Support Legal by translating commercial constructs into clear, executable deal structures.

Process Optimization & Scale

• Support special projects related to pricing, governance, and Deal Desk process improvements as needed
• Identify opportunities to reduce manual effort, eliminate redundant approvals, and improve cycle time.
• Support documentation of best practices, approval flows, and deal support playbooks.
• Contribute to automation initiatives using Salesforce capabilities and AI/LLM tools where applicable.

To be successful in this opportunity, you will have:

• Proven Deal Desk or Commercial Operations experience supporting large, complex enterprise deals in a tech or SaaS environment.
• Strong hands‑on experience with Salesforce, particularly:
  • Case management for deal support
  • Commercial Nonstandards review and Deal lifecycle tracking
• Advanced experience with Salesforce CPQ (Kugamon/Kimble or equivalent) including price rules, discounts, and approvals.
• Strong understanding of:
  • Discounting structures and margin controls
  • Enterprise licensing and purchasing models (ELA, volume, token‑based)
  • Commercial non‑standards within MSAs, MSLA, SOWs, EULAs
• Advanced Excel skills for deal analysis, modeling, and scenario evaluation (experience leveraging Copilot/AI tools strongly preferred).
• Comfortable working in a fast‑paced, quarter‑end driven environment with flexibility in working hours supporting multiple timezones.
• Bachelor’s or Master’s degree in Finance, Accounting, Economics, or related discipline preferred.

Nozomi Networks is committed to fair and equitable compensation practices. The base pay scale for this position is $89,000 - $110,000. This is the range the company reasonably and in good faith expects to pay for the position taking into account factors including job-related knowledge, skillset, experience, education and training, certifications, and other relevant business factors. Applications outside the range are welcome to apply.

Additional Compensation and Benefits: The company also offers a wide range of competitive benefits, including medical, dental, vision, life insurance, and disability insurance for eligible employees.  The successful candidate may also be eligible to participate in the company’s equity program and/or variable bonus program, subject to the rules governing such programs.

In addition, eligible employees are able to enroll in a 401(k) plan along with the employer matching program. Nozomi Networks also offers eligible employees flexible paid time off, paid holidays and paid parental leave.

#LI-AF1
#LI-Remote