Sr. Deal Desk Manager

What You Will Do (Essential Responsibilities):

Deal Desk Strategy and Deal Execution

• Own the Deal Desk operating model from request intake through commercial review, approval, contracting and handoff, with clear service levels, decision rights and escalation paths.
• Act as a strategic partner to Sales on complex and non-standard deals, helping teams structure proposals that are commercially sound, executable and aligned with company priorities.
• Lead cross-functional deal reviews with Sales, Finance, Legal, Revenue Accounting, Product and Customer Success, ensuring the right stakeholders engage at the right point.
• Evaluate pricing, discounts, contract duration, payment structure, product configuration, commercial terms and implementation requirements as part of an integrated deal assessment.
• Provide clear, timely guidance to sellers on available options, trade-offs, required approvals and the path to close.
• Own the quality and completeness of deal submissions, approval records, decision rationale and downstream commercial handoffs.

Deal Economics Pricing and Commercial Analytics

• Build data models that show how discounting, deal structure, product mix, payment terms, attainment, pipeline coverage, win rate, deal size and sales cycle affect revenue, margin and cash outcomes.
• Assess the economic impact of proposed deals and exceptions, including short- and long-term revenue, profitability, precedent and customer-lifetime considerations.
• Analyse discount requests, approval outcomes, exception rates, cycle times and loss reasons to identify recurring friction, commercial leakage and opportunities to improve policy or enablement.
• Develop scenario and sensitivity models that help leaders understand the impact of pricing, approval-policy or deal-structure changes before implementation.
• Create trusted Deal Desk reporting with clear metric definitions, source-of-truth logic and data-quality controls, and translate the findings into specific recommendations.

Commercial Governance and Policy

• Design and maintain approval matrices and commercial guardrails for discounts, non-standard terms, products, contract duration, payment structures and other deal exceptions.
• Maintain a clear commercial playbook that distinguishes standard from non-standard requests and gives sellers practical guidance on how to progress each scenario.
• Partner with Legal and Revenue Accounting to improve the use of pre-approved language, reduce unnecessary review and ensure non-standard requests follow the correct route.
• Monitor policy effectiveness and recommend changes when observed deal outcomes, market conditions or business priorities justify an adjustment.
• Maintain appropriate controls, documentation and audit trails without introducing unnecessary friction into the sales process.

Pricebooks CPQ and Commercial Systems

• Own the operational governance of product catalogues, pricebooks, pricing rules, discount schedules, approval workflows, quote templates and order-form processes.
• Administer and optimise DealHub or an equivalent CPQ platform, ensuring product configuration, pricing, approvals, contracts and downstream handoffs remain aligned.
• Maintain strong working knowledge of the Salesforce opportunity, product, pricebook, quote and contract data model and the dependencies that affect forecasting, reporting and commissions.
• Translate commercial requirements into scalable system configuration, integrations and controls across Salesforce, CPQ, contracting and finance tools.
• Own requirements gathering, testing, release readiness, documentation, enablement, adoption monitoring and post-launch measurement for commercial-system changes.

Automation Process Improvement and Leadership

• Automate repeatable Deal Desk and commission activities, including data validation, request triage, approval routing, exception detection, document generation and reporting.
• Apply AI where it improves analysis, decision quality or team capacity, with appropriate testing, human oversight, security and measurable business outcomes.
• Establish operating metrics covering approval turnaround, exception rate, discount leakage, deal-cycle impact, payment accuracy, dispute volume and stakeholder experience.
• Lead cross-functional improvement initiatives from diagnosis through implementation, balancing commercial speed, economic control and long-term scalability.

What You'll Need (Required Knowledge, Skills & Abilities):

• 4+ years of experience in Deal Desk, Commercial Operations, Revenue Operations, Sales Operations or an equivalent commercial role in a B2B technology or SaaS environment.
• AI fluency – the desired candidate uses AI natively in their day-to-day to optimize how the work.
• Substantial hands-on experience reviewing and structuring complex or non-standard deals, including pricing, discounts, products, contract duration, payment structures and commercial terms.
• Strong commercial and economic judgement, with an understanding of recurring-revenue mechanics, unit economics, profitability, cash flow, customer lifetime value and commercial precedent.
• Advanced analytical and financial-modelling capability, with the ability to connect deal activity and seller behaviour to revenue, margin, cost and operating outcomes.
• Working knowledge of product catalogues, pricebooks, CPQ software, approval matrices, quoting, contracting and order-form processes.
• Strong Salesforce proficiency, particularly across opportunities, products, pricebooks, quotes, contracts, reporting, automation and data-quality governance.
• Experience administering or optimising a CPQ or Deal Desk platform such as DealHub, Salesforce CPQ or an equivalent solution.
• Experience working across Sales, Finance, Legal and Revenue Accounting to reach clear, defensible commercial decisions under time pressure.
• Strong stakeholder management, structured problem solving, process design, testing, documentation and change-management skills.

What Would Be Nice (Preferred Experience):

• Direct experience administering DealHub and integrating CPQ processes with Salesforce and downstream finance or contracting systems.
• Experience building low-code automations or AI-enabled workflows for deal review, pricing analysis, document generation, anomaly detection or management reporting.
• Experience supporting enterprise, multi-product, partner-led or usage-based SaaS deals.
• Experience partnering with Finance or Revenue Accounting on revenue recognition, billing, payment terms, commission accruals or contract economics.
• Experience with SQL, BI tools, data transformation or warehouse-based commercial reporting.
• Experience in identity verification, fraud, cybersecurity or financial services technology.