Deal Desk Manager

Cloudflare•San Francisco, CA

About The Position

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! Available Locations: Austin, TX About the Deal Desk Team 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" (profitability, compliance, simplicity, ease of execution, scalability) while also keeping our customers’ best interest in mind. We are committed to leveraging technology and automation to improve our processes and provide a competitive advantage. We collaborate closely with Sales, Legal, and Operations to deliver innovative and effective deal structures that meet our customers' needs and align with our business and financial objectives. As a Deal Desk Manager, you will play a pivotal role in our sales process, from initial deal scoping to final contract execution.

Requirements

You have 6-8 years of professional experience across Deal Desk, Financial Planning & Analysis (FP&A), Revenue Operations, or a similar role, preferably in a SaaS or technology company; 3+ years of deal desk experience is preferred.
A solid understanding of SaaS metrics, pricing models, and financial concepts like ARR (Annual Recurring Revenue), Gross Margin, churn, and profitability. Experience with revenue recognition principles (e.g., ASC 606) is highly desirable. Experience selling software is a bonus.
Experience with drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk. You also have a solid understanding of SaaS pricing models and therefore are able to analyze & recommend the best course of action for complex pricing & licensing situations.
You can analyze complex data and use it to inform decisions and recommendations. Proficiency with data analysis tools (like Microsoft Excel or SQL) and experience building complex models is highly desirable.
A genuine interest in and an eye for how AI and automation can improve business processes. Experience with or a desire to learn about tools for process automation, business intelligence (e.g., Tableau, Power BI), or AI-powered solutions is a significant plus.
Excellent communication and interpersonal skills. You can build strong relationships with a diverse group of stakeholders and clearly explain complex financial and policy topics, including new technologies, to non-finance teams.
You can identify challenges and opportunities and propose creative, effective solutions that balance business needs with financial goals and leverage technology to do so.

Responsibilities

Deal Structuring & Strategy : Partner with the sales team to develop winning commercial strategies for complex deals. You'll analyze pricing terms and conditions and perform margin analysis to create proposals that are competitive and financially sound.
Negotiation Support : Advise and support the sales team during customer negotiations, providing guidance on pricing, terms, and alternative deal structures to protect margin and profitability.
Process Automation & Improvement : Identify and champion opportunities to leverage AI and automation to streamline deal processes, from initial quote generation to final contract approval. You will actively look for ways to make the deal desk more efficient and data-driven.
Training & Enablement : Educate the sales organization on best practices for deal structuring, pricing, and our GTM policies from a financial and business compliance perspective. You will be a subject matter expert and a go-to resource for the sales team, including how new tools and automation can help them.
Reporting & Analysis : Analyze deal performance metrics, identify trends, and provide insights to leadership to improve our pricing strategies and sales processes, with a focus on financial performance and the impact of our automation efforts.

Benefits

Health & Welfare 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
Financial Benefits
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Time Off
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave