Deal Desk Manager

Role Overview

• 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
• Opportunity to make a real impact every day
• Work with a dynamic and growing team
• Unlimited PTO