Serve as the primary advisor to Sales and Customer Success on deal structure, pricing, discounting, and contract terms — especially for complex, non-standard, or enterprise opportunities.
Review and approve deals against internal pricing policies and booking guidelines, ensuring compliance without sacrificing deal velocity
Partner with Sales and Customer Success through the full deal cycle, from initial scoping through close, to shape smart, scalable commercial terms
Act as the escalation point for deal exceptions, offering clear guidance on alternatives and tradeoffs
Build and own AssetWatch's deal desk workflows, approval frameworks, SLA standards, and discount authorization matrices
Drive continuous improvement of the quote-to-cash process in Salesforce and CPQ tools, reducing friction and improving data quality
Develop and maintain a deal desk playbook, contract templates, and booking guidelines tailored to AssetWatch's hardware + SaaS subscription model
Ensure deal data is clean, complete, and structured to support downstream billing, revenue recognition, and forecasting
Partner closely with Finance on revenue recognition, order accuracy, and period-close processes
Develop a set of booking guidelines and policies that balance speed and agility with the need for audit-ready, repeatable revenue measurement
Collaborate with Legal on contract redlines, MSAs, and non-standard commercial terms
Work with RevOps to improve tooling, reporting, and deal desk KPIs (cycle time, discount trends, exception rates)
Provide Sales leadership with regular visibility into deal health and commercial patterns
Requirements
4–7 years of experience in Deal Desk, Sales Operations, Revenue Operations, or Contract Management — ideally in a B2B SaaS, IoT, or subscription-based business
Demonstrated ability to build or significantly improve deal desk processes in a high-growth environment
Strong understanding of subscription pricing models, revenue recognition principles (ASC 606), and commercial contract structures
Proficiency in Salesforce CRM; experience with CPQ tools (Salesforce CPQ, DealHub, or similar) strongly preferred
Strong analytical skills with the ability to model deal scenarios and communicate financial tradeoffs clearly
Experience creating, improving, and documenting business processes
Exceptional cross-functional communication skills — able to translate deal complexity into plain language for reps, finance, and executives alike
Comfortable operating in ambiguity, building from scratch, and managing competing priorities at end of month and quarter
Bachelor's degree in Business, Finance, or a related field required
Tech Stack
IoT
Benefits
Competitive compensation package including stock options
Flexible work schedule
Comprehensive benefits including retirement plan match