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
