Deal Desk Manager (Fixed-Term)

Chainalysis

3d•$130,000 - $160,000•Remote

About The Position

The Deal Desk Manager is a multifaceted strategic and operational advisor to our most complex and highest growth region within our Deal Desk Function. They will work very closely with our Revenue Operations, Finance, Legal, Product and Marketing teams to provide strategic quoting and deal structuring support to the US and Global Sales Team. This is a fixed-term opportunity for 3 months with an option to extend. While this opportunity is remote, we are prioritizing candidates who reside in CST and EST time zones.

Requirements

Strong experience within a Deal Desk role for 5-7 years, but also including related processes such as sales operations & enablement, finance, and/or legal, with specific experience around deal structuring/quoting complex SaaS transactions for a fast-growing multinational company
Analytical mindset and recognized competency for in depth analysis and modeling
Leader in key stakeholder activities assigned from cross-functional projects or programs, including the gathering, analyzing, prioritization, and complexity categorization of business requirements
Solid understanding of the Quote to Order stages within the Lead to Cash lifecycle with Salesforce CRMs
Working knowledge with revenue recognition (GAAP, ASC 606)
Salesforce, Salesforce CPQ is required
Must be comfortable representing the company to customers in negotiations and resolving customer satisfaction issues
Advanced written, verbal, and interpersonal skills in order to effectively communicate policies and procedures to all levels of staff and management, particularly the ability to explain complex concepts clearly and concisely across all levels of the organization
Excellent collaboration, reinforces alignment with business partners and managers.
Excellent planning, time management, communication, decision making, presentation, organization, and interpersonal skills.Strong attention to detail, quantitative and communication skills
Ability to work in a fast paced, high pressure environment and jump in on operational troubleshooting often and as needed
Strong Google Suite/Microsoft Suite skills

Nice To Haves

Experience leading a team is preferred, with extensive experience in one-on-one mentoring and coaching sessions with team members of all levels.

Responsibilities

Led Deal Desk coverage for sales to Crypto exchanges, financial technology (“fintech”) and/or payment solutions customers and support sales goals, materially de‑risking coverage during high volume and high stress deal strategy
Driven data‑backed analytics and pricing frameworks that have shifted approvals and pricing from intuition to objective guardrails and precedent.
Been the go‑to commercialization partner for Legal, Product, Services, and Finance on non‑standard SKUs and new offerings within both SaaS and on-prem environments turning ambiguous edge cases into repeatable processes.
Demonstrated clear leadership capability through mentorship, enablement, and conflict‑resolution maturity, particularly in leading team member onboarding and embodying Chainalysis leadership principles such as Coach & Empower and Strong Convictions, Loosely Held.
Developed in-depth knowledge of Chainalysis licensing and pricing models to provide deal structuring and quoting support to our global sales teams
Become the expert creative problem solver who finds a way to meet customers’ needs while adhering to our company’s overall strategy
Perform price / discount realization analysis, combined with relevant deal context, and present executive level summaries with actionable recommendations to key business approvers
Provide both tactical and strategic guidance to our Sales teams by coaching on contract objection-handling techniques, alternative contract options, and best practices to help close deals
Function as point of contact and subject matter expert / project manager for Sales on deal pricing matters and questions related to common customer requests regarding deviations from Chainalysis standard operational processes, infosec standards, and SLA/engineering positions.
Look for opportunities to create meaningful partnerships with the field and other stakeholders (enablement, training, QBR participation, etc.)
Built analytics, KPIs and business processes relevant to pricing, and use performance insights to drive improvements and share key learnings with executive-level leadership
Partner with regional leadership to prioritize and organize projects and deals for critical deadlines at customer and for month-end, quarter-end, and year-end
Collaborate with the Sales Enablement team to create training content for your region to ensure Sales is informed on new products, best practices and regular updates to policies, etc.
Create, maintain and innovate with respect to an ongoing knowledgebase of common issues arising during deal cycles.
Establish key plays for the Deal Desk team and ensure they are enabled to be the most creative and effective they can be.