Deal Desk Manager

Glean Technologies, Inc. • San Francisco, CA

30d • Hybrid

About The Position

Glean is seeking a Deal Desk Manager to be the connective tissue between Sales, Finance, Legal, and RevOps. You'll design and run scalable deal processes, advise on pricing and commercial terms, and ensure non-standard deals are fast, compliant, and financially sound. This role will be a key accelerant for Glean's next phase of growth and will shape our guardrails, approvals, and tooling for consistency and speed.

Requirements

• 6+ years of experience in Deal Desk, Finance/FP&A, Sales Strategy/RevOps, or related analytical roles in enterprise SaaS.
• Proven track record structuring complex enterprise deals and advising sales on pricing, packaging, and commercial terms.
• Strong financial modeling skills; ability to quantify trade-offs and guide data-driven decisions.
• Deep familiarity with SaaS commercial agreements and common non-standard terms (e.g., MFN, usage and true-up, data/security, liability/indemnity, renewal/termination).
• Hands-on experience with Salesforce; exposure to CPQ and quote-to-cash systems; comfort defining requirements with RevOps/IT.
• Excellent stakeholder management and communication; calm under quarter-end pressure.
• Owner mindset with bias for action, clarity, and repeatable process design.

Nice To Haves

• Experience operationalizing usage-based pricing and/or multi-product packaging.
• Background working with channel/partners and indirect motions.
• International deal exposure (e.g., EU/Japan) and localization considerations.
• Familiarity with public company controls and revenue recognition concepts.

Responsibilities

• Serve as the first-line advisor to AEs on deal strategy, pricing, and commercial structures; propose options that balance customer needs with Glean's financial and risk guardrails.
• Own the end-to-end deal review process for non-standard terms (pricing, discounting, order forms, term/renewal, usage, data and privacy, SLAs), coordinating with Finance, Legal, Security, and Leadership as needed.
• In partnership with Finance, build and maintain pricing and discount frameworks, approval matrices, and playbooks that scale across segments, regions, and partners.
• Create and iterate financial models in partnership with Finance to assess deal profitability, discount impact, margins, and payback; surface insights to guide negotiations and leadership decisions.
• Improve the quote-to-cash workflow (e.g., CPQ, Salesforce, order forms, SKUs, usage metrics), driving consistency, time-to-close, and data quality.
• Standardize order form templates and clause libraries; maintain guardrails for non-standard requests and clear escalation paths.
• Partner with RevOps on forecast health, pipeline risk, and quarter-end execution; provide visibility on in-flight approvals and blockers.
• Operationalize new monetization motions (e.g., usage-based pricing, new packages, channel/partner programs) and ensure downstream readiness.
• Enable the field (AEs, SEs, CSMs) on pricing, policies, and deal strategy; deliver concise playbooks, office hours, and training.
• Establish core KPIs and dashboards (cycle time, approval SLA, discount trends, win rates, gross margin) and drive continuous improvement.

Benefits

• We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals.
• When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing.
• We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Industry: Publishing Industries
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees