Deal Desk Manager

Role Overview

• Own the end-to-end deal process from pricing through execution.
• Partner with Sales to structure deals that align with pricing guidelines, discounting policies, and commercial standards
• Assemble, review, and quality-check order forms and commercial documentation for accuracy and completeness
• Coordinate cross-functional approvals across Finance, Legal, and GTM leadership, ensuring deals move through the pipeline without unnecessary friction
• Conduct final review of all deals prior to execution, serving as the last line of quality control before signature
• Support the pricing and commercial sections of RFP/RFI responses in partnership with Sales and PMM
• Build the deal desk function and the operational infrastructure to support it.
• Design and implement scalable deal review and approval workflows, including escalation paths, SLA standards, and exception-handling frameworks
• Develop and maintain pricing guidelines, discount approval matrices, and deal structuring playbooks
• Identify and resolve recurring friction points in the deal cycle, driving process improvements that accelerate time-to-close while maintaining commercial discipline
• Establish the operating cadence for deal review, including regular deal clinics or approval syncs with Sales and Finance leadership
• Ensure the systems that support the deal lifecycle are accurate, reliable, and well-maintained.
• Own Salesforce hygiene related to deal and opportunity records, ensuring data accuracy across pricing, deal terms, approval status, and contract details
• Support Ironclad administration, maintaining contract workflows, templates, and clause libraries
• Partner with Revenue Operations and Revenue Architecture teams to improve and automate deal desk workflows within CRM and CLM platforms
• Maintain reporting and visibility into deal desk metrics including cycle times, approval turnaround, exception rates, and deal quality
• Act as the connective tissue between Sales, Finance, and Legal throughout the deal cycle, ensuring alignment on commercial terms, pricing, and contract language
• Advise Sales on deal structuring best practices, proactively flagging risks or non-standard terms before they become blockers
• Partner with Finance on booking accuracy, revenue recognition considerations, and commercial policy evolution
• Influence adoption of deal desk processes and standards across the sales organization, building credibility through consistency and responsiveness

Requirements

• 5–7+ years of experience in Deal Desk, Order Management, Sales Operations, or Revenue Operations at high-growth technology companies
• Experience supporting enterprise sales organizations through complex, multi-stakeholder deal cycles
• Strong working knowledge of CPQ, CRM (Salesforce), and CLM (Ironclad or similar) platforms
• Demonstrated ability to build or significantly improve deal desk processes, not just operate within existing ones
• Commercial judgment and the confidence to push back constructively on senior sales stakeholders when deal structures fall outside policy
• Exceptional attention to detail paired with the ability to prioritize and move quickly in a high-volume environment
• Excellent communication skills, with the ability to translate commercial complexity into clear guidance for Sales, Finance, and Legal partners
• Comfort operating in a fast-paced, ambiguous environment, balancing process-building with hands-on deal execution.