Deal Desk Manager (Fixed-Term)

Chainalysis•New York, NY

17h•$130,000 - $160,000•Remote

About The Position

The Deal Desk Manager serves as a strategic and operational advisor for a complex, high-growth region within Chainalysis’s Deal Desk Function. Working closely with Revenue Operations, Finance, Legal, Product, Marketing, and the US and Global Sales teams, the role provides strategic quoting and deal-structuring support. This is a remote, fixed-term opportunity for three months, with an option to extend; candidates in CST and EST time zones are prioritized. The role leads deal support for customers in areas such as crypto exchanges, fintech, and payment solutions, and develops data-backed pricing frameworks, analytics, and guardrails. It partners with cross-functional teams to commercialize non-standard SKUs and new SaaS and on-prem offerings, turning ambiguous situations into repeatable processes. The manager also supports sales negotiations, develops team capability through mentoring and enablement, and helps improve deal processes and performance through analysis, knowledge sharing, and executive recommendations. Chainalysis expects employees to develop AI fluency, take ownership of AI-assisted work and its quality, experiment with available tools and workflows, and collaborate on ways to improve how work gets done. The company describes its mission as building trust in blockchains and emphasizes diversity of experience and thought.

Requirements

5–7 years of strong Deal Desk experience, including related processes such as sales operations and enablement, finance, and/or legal.
Specific experience structuring and quoting complex SaaS transactions for a fast-growing multinational company.
Analytical mindset and demonstrated competency in in-depth analysis and modeling.
Experience leading stakeholder activities for cross-functional projects or programs, including gathering, analyzing, prioritizing, and categorizing business requirements by complexity.
Solid understanding of Quote to Order stages within the Lead to Cash lifecycle using Salesforce CRMs.
Working knowledge of revenue recognition, including GAAP and ASC 606.
Salesforce and Salesforce CPQ experience; Salesforce CPQ is required.
Comfort representing the company in customer negotiations and resolving customer satisfaction issues.
Advanced written, verbal, and interpersonal communication skills, including the ability to explain complex concepts clearly and concisely to all organizational levels.
Strong collaboration skills and ability to reinforce alignment with business partners and managers.
Excellent planning, time management, communication, decision-making, presentation, organization, and interpersonal skills.
Strong attention to detail, quantitative skills, and communication skills.
Ability to work in a fast-paced, high-pressure environment and participate in operational troubleshooting as needed.
Strong Google Suite and Microsoft Suite skills.
Curiosity and willingness to develop AI capabilities, take ownership of AI-assisted work quality, experiment with tools and workflows, and contribute ideas collaboratively.

Nice To Haves

Experience leading a team.
Extensive experience conducting one-on-one mentoring and coaching sessions with team members at all levels.

Responsibilities

Lead Deal Desk coverage for sales to crypto exchanges, fintech, and payment solutions customers, supporting sales goals and managing high-volume, high-pressure deal strategy.
Develop data-backed analytics and pricing frameworks that establish objective approval guardrails and precedents.
Partner with Legal, Product, Services, and Finance to commercialize non-standard SKUs and new offerings across SaaS and on-prem environments, converting edge cases into repeatable processes.
Mentor and enable team members, support onboarding, and demonstrate leadership through coaching and conflict resolution.
Develop in-depth knowledge of Chainalysis licensing and pricing models and provide deal-structuring and quoting support to global sales teams.
Find creative solutions that meet customer needs while aligning with company strategy.
Analyze price and discount realization in deal context and present executive-level summaries with actionable recommendations to business approvers.
Coach Sales teams on contract objection handling, alternative contract options, and deal-closing best practices.
Serve as the Sales point of contact and subject-matter expert/project manager for pricing matters and common customer requests involving deviations from standard operational processes, information security standards, and SLA or engineering positions.
Build partnerships with field teams and stakeholders through activities such as enablement, training, and QBR participation.
Develop pricing analytics, KPIs, and business processes; use performance insights to drive improvements and share learnings with executive leadership.
Partner with regional leadership to prioritize and organize projects and deals for customer deadlines and month-, quarter-, and year-end.
Collaborate with Sales Enablement to create regional training on new products, best practices, and policy updates.
Create, maintain, and improve a knowledge base of common issues arising during deal cycles.
Establish key plays for the Deal Desk team and enable the team to work creatively and effectively.
Take ownership of AI-assisted work and its quality, develop AI capabilities, and collaborate across teams to find new ways of working.