Deal Desk Manager

SUSE•New York, VT

1d•Remote

About The Position

We are looking for a Senior Deal Desk Manager to join our Deal Desk team and partner closely with Sales, Finance, Legal, Product and senior leadership to structure complex enterprise software transactions. In this role, you will act as a strategic advisor to the sales organization, helping Account Executives navigate complex commercial situations while ensuring deals are economically sound, scalable, and compliant. You will own the end-to-end deal structuring process for our most strategic transactions, from initial commercial design through executive approval and execution. The ideal candidate combines sharp commercial acumen, advanced financial modeling skills, and excellent stakeholder management. You thrive in ambiguity, know how to push back constructively, and excel at finding creative solutions that balance customer needs with our revenue objectives and company economics.

Requirements

7–10+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, FP&A, or a similar commercial structuring role.
Complex Deal Experience: Proven track record supporting complex, high-value enterprise software / SaaS transactions.
Financial Acumen: Exceptional Excel/Google Sheets skills with a demonstrated ability to build bespoke financial models from scratch.
System Fluency: Strong working knowledge of Salesforce and CPQ systems.
Executive Presence: Highly articulate written and verbal communication skills, capable of distilling complex deals into simple executive summaries.

Nice To Haves

Background in Open Source, enterprise infrastructure, or cloud technology.
Deep familiarity with commercial models (subscription / consumption-based / usage).

Responsibilities

Deal Structuring & Architecture: Strategic Advisory: Act as a trusted advisor to Sales Leaders on complex opportunities, designing optimal commercial structures that accelerate time-to-close.
Creative Deal Design: Structure complex, non-standard commercial agreements and pricing models that align customer needs with our business objectives.
Risk Mitigation: Identify commercial trade-offs, margin impacts, and downstream operational risks before deals reach the final approval stage.
Commercial & Financial Analysis: Financial Modeling: Build and maintain detailed economic models for complex transactions, analyzing ARR, ACV, TCV, margins, and discounting impact.
Accounting Alignment: Partner with Finance to ensure proposed structures comply with revenue recognition and internal policies.
Enablement: Educate Sales teams on the economic impact of their pricing concessions and structural choices.
Deal Governance & Cross-Functional Orchestration: Stakeholder Alignment: Act as the central point of coordination across Sales, Legal, Finance, Product, and RevOps to ensure all stakeholders are aligned on commercial strategy and deal execution.
Executive Business Cases: Prepare concise, data-backed business cases for executive approval on high-stakes, non-standard exceptions.
System Accuracy: Ensure approved deal structures are accurately reflected in contracts and systems.
Process & Operational Excellence: Friction Reduction: Identify recurring bottlenecks in the deal review lifecycle and design scalable, automated solutions.
Commercial Frameworks: Build out commercial guidelines, playbooks, and templates for common non-standard deal scenarios to increase sales velocity.
Data-Driven Insights: Monitor exception trends and approval cycle times to recommend evolutions in our overarching pricing and commercial policies.