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Deal Desk Manager

Palo Alto, CA
Founded in 2017, Obsidian Security was created to close a critical gap: securing the SaaS applications where modern business happens—platforms like Microsoft 365, Salesforce, and hundreds more. 
 
Backed by top investors including Greylock, Norwest Venture Partners, and IVP, we’ve built a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Our team includes leaders who helped define the categories of endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black. 
 
Now, we’re transforming how SaaS is secured—in the era of agentic AI. 
 
Today, Obsidian is trusted by global enterprises like Snowflake, T-Mobile, and Pure Storage. We protect more than 200 organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand—including many of the world’s largest Fortune 1000 and Global 2000 companies.
 
With strong global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise on the horizon, we’re scaling quickly toward long-term growth and IPO readiness. Join us as we define the future of SaaS security!

The Opportunity

As a Deal Desk Manager at Obsidian Security, you will play a pivotal role in driving operational excellence across the quote-to-cash (QTC) process. You’ll partner closely with Sales, Legal, Finance, and Revenue Operations to structure strategic, compliant, and scalable deals that balance customer needs with company objectives.

This role is ideal for a strategic operator and analytical problem-solver who thrives in a fast-moving SaaS environment. You will influence how Obsidian structures deals, prices offerings, and automates revenue workflows as we scale globally.

What You’ll Do

Deal Structuring & Strategy

  • Partner with the Sales and Customer Success teams to structure strategic, multi-year, and enterprise SaaS agreements.
  • Advise on pricing, packaging, and discounting strategies that align with business goals and margin targets.
  • Serve as the primary contact for non-standard deal terms, facilitating cross-functional approvals and negotiations.
  • Channel

Quote-to-Cash Operations

  • Drive excellence across the end-to-end QTC process — from pre-sales quoting to post-sale billing and collections.
  • Partner with Revenue Accounting to ensure clean order ingestion, invoicing accuracy, and compliance with ASC 606 and internal controls.
  • Identify and resolve deal and billing escalations in collaboration with internal stakeholders.

Process & Systems Optimization

  • Champion automation and scalability across CPQ, ERP, and billing systems (e.g., Salesforce, Nue, NetSuite, or similar).
  • Define and implement policies and internal controls to support global scale and audit readiness.
  • Continuously evaluate and refine approval workflows, pricing guardrails, and documentation standards to increase efficiency and compliance.

Cross-Functional Collaboration

  • Partner with Legal, Finance, GTM Ops, and Engineering to operationalize new pricing, monetization, and packaging models.
  • Provide decision support and deal analysis to senior leadership, articulating risk/reward tradeoffs and compliance implications.
  • Act as a trusted advisor to Sales leadership, guiding teams through deal structuring, pricing, and contract execution.

Enablement & Leadership

  • Train and empower the Sales organization on deal desk policies, pricing frameworks, and QTC processes.
  • Build strong internal relationships to foster collaboration and alignment across all deal stakeholders.

Required Skills/Expertise

  • Bachelor’s degree in Business, Finance, Economics, or related relevant areas and/or experience
  • 5 years of related experience, in deal desk, pricing/finance, contracts or sales operations within a SaaS or high-tech company
  • Be well-versed in deal economics, commercial agreements, revenue accounting, and ASC 606, along with experience using Salesforce and CPQ (or similar quoting tools)
  • Previous experience with complex contract negotiations and long sales cycles
  • Ability to break down complex ideas and issues and communicate in simple terms to different levels of the organization with excellent communication and presentation skills (written and verbal)
  • Proven ability to operate autonomously in a high-growth, fast-paced environment.
  • Hands-on experience with CPQ and billing systems; prior implementation or optimization experience preferred

Employee Benefits

Our competitive benefits packages are designed to support our employees' well-being, both at work and at home.  Our US based employees enjoy:

  • Competitive compensation with equity and 401k
  • Comprehensive healthcare with dental and vision coverage
  • Flexible paid time off and paid holiday time off 
  • 12 weeks of new parent or family leave
  • Personal and professional development resources

For more details on our US benefits, or for information on our international benefits, please see here.

Pay Transparancy

Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for sales commission or incentive compensation based on the role or function within the company.

At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization.  If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.com

Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.

Base Salary Range

$115,000 - $170,000 USD

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