Serve as the primary point of escalation and approval for non-standard deal structures, pricing exceptions, discounting, and commercial terms across all segments and regions
Partner with Sales, Sales Leadership, and Finance to structure complex, multi-product, and multi-year deals
Develop and enforce deal desk policies, approval workflows, and discount guardrails to ensure consistency and protect margin
Own the end-to-end contract lifecycle management process
Maintain and continuously improve the standard contract playbook, fallback positions, and pre-approved clause libraries
Track contract key dates (renewals, terminations, obligations)
Act as a trusted advisor to Sales on deal strategy
Collaborate with RevOps, Finance, and Billing to ensure seamless handoffs from signed contract to revenue recognition and invoicing
Recruit, lead, manage, and develop a team of Deal Desk Analysts and Contract Managers

10+ years of experience in Deal Desk, Revenue or Financial Operations, Contract Management, or a related commercial operations function within a B2B SaaS or technology company
5+ years of people management experience
Deep familiarity with SaaS commercial models
Experience working with CLM tools (e.g., Ironclad, Conga, DocuSign CLM) and CRM platforms (Salesforce required)
Strong understanding of revenue recognition principles (ASC 606)
Exceptional attention to detail combined with the ability to operate strategically and manage competing priorities in a fast-paced environment
Bachelor's degree in Business, Finance, Legal Studies, or a related field required; MBA or JD a plus.

Senior Manager, Deal Desk – Contract Management

Key skills