Deal Desk Manager

Conga•Boston, MA

1d•$98,850 - $158,160•Hybrid

About The Position

As Deal Desk Manager at Conga, you will play a critical role in supporting the Sales organization by structuring, reviewing, and optimizing complex deals. You’ll act as a key partner to Sales, Finance, Legal, and Revenue Operations to ensure deals are competitive, compliant, and aligned with company policies. This is a highly collaborative and fast-paced role where you’ll manage the deal review process, provide guidance on pricing and contract terms, and help streamline workflows to improve deal velocity while protecting margin and minimizing risk. At Conga, the Deal Desk function sits at the center of revenue execution. This role directly impacts our ability to close business efficiently while maintaining financial discipline and compliance. The Deal Desk Manager ensures that deals are structured appropriately, align with pricing and approval guidelines, and meet both customer and company needs. This position plays a key role in balancing speed and governance—helping Sales close deals faster while ensuring accuracy, consistency, and profitability. Additionally, this role contributes to improving deal processes, enhancing visibility into pipeline and deal health, and driving consistency across the go-to-market organization. The impact extends from individual transactions to overall revenue performance and forecasting accuracy.

Requirements

6–8+ years of experience in Deal Desk, Sales Operations, Revenue Operations, Finance, or a related field within a SaaS or technology company.
Experience supporting complex, enterprise-level deals.
Strong understanding of pricing strategies, discounting frameworks, contract terms, and revenue implications.
Comfortable reviewing and structuring deals that balance competitiveness with profitability.
Excel at working across Sales, Finance, Legal, and RevOps to move deals forward efficiently.
Ability to align stakeholders, resolve roadblocks, and drive decisions.
Data-driven and able to evaluate deals from both a financial and operational perspective.
Ability to assess margin impact, identify risks, and provide clear recommendations.
Understand how to build and enforce scalable deal approval processes that maintain governance without slowing down the business.
Proactively identify gaps in current processes and bring forward solutions that improve efficiency, consistency, and deal outcomes.
Confident in communicating with Sales leaders and executive stakeholders, providing clear guidance and pushing back when necessary in a constructive, solutions-oriented way.

Nice To Haves

Deep experience with Salesforce and CPQ tools (e.g., Salesforce CPQ, Apttus/Conga CPQ, or similar)
Familiarity with deal approval workflows and revenue systems
Strong proficiency in Excel for deal modeling and analysis
Strong understanding of pricing strategies, discounting, and margin analysis
Experience evaluating deal profitability and financial impact
Familiarity with contract structures, terms, and legal considerations
Experience ensuring deals comply with internal policies and audit requirements
Proven ability to design and improve deal desk workflows and approval processes
Experience supporting a high-volume, fast-paced sales environment
Experience working closely with Sales teams on complex deal negotiations
Ability to balance being a business partner with maintaining governance
Experience tracking and reporting on deal metrics, approval cycles, and bottlenecks
Ability to provide insights that improve deal velocity and win rates
Maintain a high level of accuracy and attention to detail, ensuring all deals are structured and approved correctly.
Thrive in a dynamic, cross-functional environment.
Bring a solutions-oriented mindset and work effectively with stakeholders to close deals efficiently while protecting the business.

Responsibilities

Manage the deal review process.
Provide guidance on pricing and contract terms.
Streamline workflows to improve deal velocity while protecting margin and minimizing risk.
Ensure deals are structured appropriately, align with pricing and approval guidelines, and meet both customer and company needs.
Balance speed and governance to help Sales close deals faster while ensuring accuracy, consistency, and profitability.
Contribute to improving deal processes.
Enhance visibility into pipeline and deal health.
Drive consistency across the go-to-market organization.