Deal Desk Manager

Cloudflare • San Francisco, CA

2d • Onsite

About The Position

The Deal Desk team is a critical component of the Finance function, acting as a strategic partner to the global Sales organization. We are responsible for partnering with sales to structure, negotiate, and close complex deals. We ensure that deals meet the requirements of "good business" while also keeping our customers' best interest in mind. We are committed to building a data-centric and AI-augmented Deal Desk that leverages predictive analytics and automated workflows to optimize pricing in real-time and automate routine approvals, allowing for deeper strategic focus. As a Deal Desk Manager, you will be the architect of our AI-driven deal desk, transitioning our sales process from manual workflows to an intelligent, automated engine that spans from initial scoping to final execution. By leveraging agentic workflows and automated data layers, the focus shifts to high-judgment architecture for non-standard enterprise deals. The objective is to serve as a high-influence "Sales Co-pilot," using AI-driven insights to maximize deal velocity and Long-Term Value (LTV) while relentlessly reducing friction through iterative process automation.

Requirements

• 6-8+ years of Deal Desk, FP&A, Revenue Operations, or similar experience, with a proven track record of supporting large-scale enterprise sales motions; 3+ years of deal desk experience preferred.
• Solid understanding of SaaS metrics, pricing models, and financial concepts like ARR, Gross Margin, churn, and profitability.
• Experience with revenue recognition principles (e.g., ASC 606) is highly desirable.
• Experience drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk.
• Ability to analyze and recommend the best course of action for complex pricing and licensing situations.
• Proficiency in leveraging agentic workflows and prompt engineering to scale influence, extract insights from large datasets, and automate repetitive operational tasks and internal documentation.
• The ability to understand and audit automated pricing models to ensure alignment with long-term company goals.
• Demonstrated ability to navigate complex, cross-functional negotiations and make high-judgment decisions in fast-paced environments.
• A relentless focus on iterative automation and the ability to translate complex business policies into streamlined, automated logic.
• Exceptional written and oral communication skills, capable of explaining complex deal structures and financial data to both technical and executive stakeholders.

Nice To Haves

• Experience selling software is a bonus.
• Experience in software sales or sales operations, providing a "boots on the ground" perspective of the sales cycle.
• Deep knowledge of Cloud/SaaS infrastructure and the global cybersecurity competitive landscape.

Responsibilities

• Lead the structuring and execution of non-standard, high-value enterprise deals, providing high-judgment guidance that balances competitive differentiation with long-term business health.
• Serve as a strategic partner to Sales leadership, utilizing AI-driven data to maximize deal velocity, improve LTV, and ensure discovery reflects true customer needs. Perform analysis on pricing and deal terms, leveraging AI insights to recommend "next best action" for deal structuring and margin optimization.
• Manage the enterprise deal approval ecosystem by tuning automated agents and models to ensure compliance and accuracy at scale.
• Partner with cross-functional teams (Legal, Finance, Product) to build, streamline, and automate deal desk processes, architecting autonomous approval workflows and focusing on reducing field friction through relentless automation.
• Champion the integration of LLMs and generative AI tools to automate deal desk workflows, significantly reducing deal cycle times. Identify bottlenecks and implement AI-powered productivity solutions.

Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed