Deal Desk Manager

AppZen, Inc. • San Jose, CA

105d

About The Position

AppZen is the leader in autonomous spend-to-pay software. Its patented artificial intelligence accurately and efficiently processes information from thousands of data sources so that organizations can better understand enterprise spend at scale to make smarter business decisions. It seamlessly integrates with existing accounts payable, expense, and card workflows to read, understand, and make real-time decisions based on your unique spend profile, leading to faster processing times and fewer instances of fraud or wasteful spend. Global enterprises, including one-third of the Fortune 500, use AppZen’s invoice, expense, and card transaction solutions to replace manual finance processes and accelerate the speed and agility of their businesses. We are seeking a Deal Desk Manager to lead and scale our global Deal Desk function. This role will report to the Director of Revenue and Deal Strategy and will be a trusted advisor to our Sales, Finance, and Legal teams, driving the strategy, governance, and execution of complex and high-value transactions. You’ll shape how we evolve our processes providing executive-level deal insights, and ensuring our commercial agreements maximize customer satisfaction and company profitability. This is a high-impact leadership position with direct visibility into company revenue performance and growth strategy.

Requirements

• 7+ years of experience in Deal Desk, Sales Operations, Finance, or related functions, with at least 2–3 years in a leadership role
• Deep experience in SaaS or subscription-based businesses strongly preferred
• Strong financial acumen and knowledge of revenue recognition (ASC 606)
• Proven ability to structure complex, enterprise-level SaaS or technology deals
• Expertise with Salesforce and CPQ tools required; CLM systems experience a plus
• Exceptional communication, stakeholder management, and executive presence
• Strategic thinker with a hands-on approach
• Trusted advisor mindset—able to say 'yes' creatively while knowing when to say 'no' firmly
• Analytical, detail-oriented, and comfortable influencing across senior leadership teams
• Thrives in fast-paced, high-growth environments

Responsibilities

• Serve as the primary escalation point for structuring and approving complex, non-standard deals
• Partner with sales leadership on pricing strategy, discount frameworks, and commercial terms
• Provide guidance on creative deal structures that balance customer needs with financial objectives
• Enforce global deal policies to ensure compliance with revenue recognition (e.g., ASC 606) rules, contracting standards, and corporate guidelines
• Partner with finance and legal to evaluate risk and approve exceptions to standard terms while maintaining strong controls around approval workflows and delegated authority
• Analyze trends in pricing, discounting, and contract structures to identify areas for margin improvement
• Provide reporting and insights to executive leadership on deal performance, pipeline health, and revenue predictability
• Recommend strategic adjustments to deal policies to accelerate sales velocity while preserving profitability
• Manage and mentor 3 Deal Desk team members (based in India working US time zones), fostering a culture of operational excellence and accountability
• Partner with Product and Marketing on packaging, pricing, and go-to-market motions
• Drive process improvements to shorten deal cycles and improve rep productivity
• Own the roadmap for Deal Desk systems and tools (Salesforce, CPQ, CLM, etc.)
• Document and scale best practices globally

Benefits

• Competitive compensation with bonus and equity
• High visibility role with direct impact on revenue growth
• Opportunity to shape and scale a mission-critical function
• Comprehensive benefits and professional development opportunities

What This Job Offers

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