Deal Desk Analyst

Deque Systems Inc • Ann Arbor, MI

28d • Remote

About The Position

You are the central owner of deal governance, pricing strategy, and complex deal execution across Deque's entire Go-to-Market (GTM) ecosystem. Your dual primary mandate is to significantly reduce sales cycle time by accelerating deal reviews and to improve margin predictability by ensuring adherence to standardized discounting and commercial terms. This role influences revenue quality by managing the RFP/RFI/Security questionnaire administration process and by serving as the cross-functional liaison between Sales, Legal, and Finance.

Requirements

• Experience: 2+ years of experience in a dedicated Deal Desk, Commercial Operations, or Sales Operations role within a B2B SaaS environment.
• Expertise: Proven mastery of deal modeling, SaaS pricing structures, and commercial contract terms. Demonstrated experience with RFP administration and content management is essential.
• Generalist Scope: Demonstrated experience supporting multiple GTM functions (Sales, Legal, Finance, RevOps) simultaneously on high-stakes, time-sensitive projects.
• Tools: High proficiency with CPQ (e.g., Salesforce CPQ, Ironclad), CRM (Salesforce), and Content Management Systems (CMS) used for RFP responses.
• SaaS Acumen: Strong financial and technical aptitude for SaaS solutions, with an understanding of subscription, usage-based, and perpetual licensing models.
• Education: College degree (BA/BS) in Business, Finance, or equivalent.

Responsibilities

• Deal Structuring & Execution: Design, review, and approve complex, high-value commercial proposals, ensuring adherence to internal discounting, pricing, and margin guidelines. This includes serving as the primary approver for non-standard terms and concessions.
• RFP/RFI Administration: Own the end-to-end administration of the RFP (Request for Proposal), RFI (Request for Information), and all security/compliance questionnaire processes. This involves coordinating internal subject matter experts (SMEs), maintaining the content library (e.g., in a CMS), and ensuring timely, high-quality submissions
• Process & Governance: Collaborate closely with RevOps, Finance, and Sales Leadership to revamp core GTM deal processes, establishing clear metrics for measuring deal desk effectiveness (e.g., deal review time, margin consistency).
• Methodology & Training: Serve as the expert on commercial policy, pricing structure, and licensing models. Design and execute training/certification for Account Executives (AEs) and Sales Managers on new pricing structures, commercial policies, and the RFP submission process.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 251-500 employees