Deal Desk Strategy Manager

Freshworks•San Mateo, CA

2d•$156,825 - $193,725

About The Position

Freshworks is looking for an experienced Deal Desk Strategy Manager to play a critical role in shaping and accelerating some of our largest and most strategic deals. Reporting to the Senior Director of Deal Desk, this senior individual contributor will partner directly with Account Executives and regional sales leaders to develop deal strategy early, navigate complex commercial decisions, and drive transactions from initial opportunity through close. This is more than a traditional Deal Desk role — you’ll operate as a trusted advisor to Sales, bring together the right partners across Legal, Finance, and Operations, and help remove the friction that can stand between a great opportunity and a closed deal. You’ll also have the opportunity to influence how Deal Desk operates at scale, mentor others on the team, and build toward future people leadership as the organization continues to grow.

Requirements

7–10+ years of experience in Deal Desk, Sales Operations, Revenue Operations, or a similar deal-support function, including direct experience with enterprise or strategic-tier deals
Demonstrated ability to operate as a trusted advisor to AEs and RVPs — shaping deal strategy proactively, not just processing paperwork
Strong working knowledge of contract structuring, order forms, pricing and discounting frameworks, and standard commercial terms
Comfort partnering directly with Legal, Finance, and Sales Ops to resolve complex contract, pricing, or revenue recognition questions
Sound independent judgment for triaging deal complexity and knowing when to escalate, delegate, or resolve personally
Excellent written and verbal communication skills, with experience speaking directly to customers on deal structure and terms
A track record of informally mentoring or supporting peers, and genuine interest in growing into a people leadership role
Ability to manage a high volume of concurrent deals under tight deadlines, particularly during month-end and quarter-end close
An analytical, process-oriented mindset — comfortable spotting patterns across deals and proposing scalable fixes
Flexibility to provide after-hours support during peak close windows as needed

Responsibilities

Run point on Deal Desk activities for the largest and most strategic transactions in your region, embedded directly with assigned AEs and RVPs
Proactively initiate deal strategy conversations with sellers before paperwork or approvals are required — not after
Document the sequence of events required to close each assigned deal, and drive the cadence needed to hit it
Establish a regular meeting cadence with account teams to drive deal velocity from inception to closure
Own deal strategy and structuring end-to-end, including all order form updates and documentation
Exercise judgment to triage deal complexity — resolving strategic, high-stakes deals personally while routing standardized work to our shared services Deal Desk team; this prioritization skill is a core part of growing into people leadership
Identify and secure all necessary internal approvals; own correspondence with Legal on contract terms and redlines, and partner with Finance, Sales Ops, and other cross-functional teams as needed on pricing, revenue recognition, and deal terms
Join customer calls as needed, speaking directly to deal structure and terms to accelerate turnaround time and remove friction to close
Serve as an escalation point for complex or stalled deals across the region, stepping in to unblock and drive resolution
Provide ongoing, proactive deal enablement for your regional account teams (not just reactive deal support)
Act as a go-to resource and informal mentor for newer Deal Desk team members, sharing deal strategy best practices and coaching on deal structuring
Identify recurring friction points across deals and recommend process, template, or workflow improvements to Deal Desk leadership
Support quarter-end and month-end close crunch periods, including flexibility for after-hours support during peak close windows
Contribute directly to team targets across deal cycle time, approval turnaround, accuracy, escalation rate, and Sales satisfaction