Deal Desk Manager

The Role

The Deal Desk Manager is responsible for driving operational excellence across the quote to close process while partnering closely with Sales, Finance, Legal, Product, and Customer Success. This role owns the day to day management of deal execution, pricing governance, approvals, and process optimization. In addition, the Deal Desk Manager supports key Revenue Operations initiatives including forecasting hygiene, CRM data integrity, GTM analytics, process improvements, and cross functional systems work. This role ensures deals move quickly, efficiently, and compliantly while enabling the go to market teams to achieve predictable revenue outcomes.

Responsibilities

Deal Desk Ownership

• Support Account Executives, Customer Success Managers, and Partner Managers throughout the full lifecycle of pricing, quoting, and approvals
• Review all non standard terms across pricing, commercial structure, payment schedules, and contract frameworks
• Partner with Finance and Legal to ensure that all deals meet internal policy, margin, and compliance requirements
• Maintain and enforce a structured approvals matrix across discounts, payment terms, packaging, and exceptions
• Provide guidance on pricing strategy, packaging combinations, required validations, and competitive positioning
• Ensure that renewals, upsells, and large enterprise opportunities progress smoothly with proper documentation

Revenue Operations Support

• Improve CRM data quality for stages, forecast categories, close dates, opportunity hygiene, and account structures
• Partner with Sales Leadership to support accurate forecast calls, pipeline reviews, and stage movement governance
• Identify and solve process gaps across lead management, opportunity progression, handoffs, and account assignments
• Support comp plan administration and validation of attainment for commissions and reporting
• Help maintain GTM tech stack tools including Salesforce, CPQ, Clari, Gong, and related systems
• Assist in the design and rollout of new GTM processes including pricing reviews, QBR templates, and deal approval workflows

Analytics and Insights

• Build and maintain reports and dashboards for pipeline health, deal velocity, discount trends, and forecast accuracy
• Analyze deal patterns to identify operational bottlenecks and propose improvements
• Provide insights to leadership on product profitability, customer trends, win and loss data

Cross Functional Collaboration

• Partner with Product Marketing on pricing strategy, packaging, and competitive feedback
• Work with Finance to align revenue policy, margin guidelines, and forecast quality
• Collaborate with Legal on contract templates, fallbacks, and risk frameworks
• Support Customer Success on renewals, expansions, and account level deal strategy

Skills and Experience

Successful candidates for this role will generally possess the following qualifications and skills:

• Strong experience in Deal Desk, Revenue Operations, Finance, or Sales Operations
• Deep knowledge of Salesforce and CPQ
• Ability to work under time pressure with accuracy and strong commercial judgment
• Excellent communication skills and a partnership mindset across all GTM teams
• Analytical approach with experience in building dashboards and interpreting data

Personality Attributes

• Collaborative team player
• Detail-oriented mindset
• Proactive problem solver