Deal Strategy Program Manager

DigitalOcean • San Francisco, CA

1d • $90,000 - $120,000 • Remote

About The Position

DigitalOcean is seeking a Deal Strategy Program Manager to enhance their support for the sales organization. This role is a key partner to sales, collaborating with Finance, Legal, and Revenue Operations to expedite deal progression with sound judgment and operational efficiency. The position involves managing complex deals from inception to completion, refining team processes and systems, and serving as a resource for less experienced colleagues. The ideal candidate will be autonomous, possess strong judgment in ambiguous situations, and thrive in a fast-paced problem-solving environment. This role is suitable for individuals with foundational deal desk or revenue operations experience looking to take ownership, influence policy, and mentor others.

Requirements

• Business Degree
• 5-7+ years of experience (Deal Desk, Finance, Pricing or Sales Operations experience required)
• Demonstrated experience independently owning complex deals or projects, not just executing defined tasks
• Experience supporting SaaS, cloud, or technology sales organizations
• Strong fluency in systems like Salesforce, CPQ tools, and reporting platforms, with an eye toward data integrity for downstream reporting and forecasting
• Sound judgment for navigating ambiguous or non-standard deal situations, knowing when to escalate versus resolve independently
• A track record of recommending and helping implement process or policy improvements
• Strong analytical and problem-solving skills with first-principles thinking
• Self-starter mentality with a proactive eagerness to learn, mentor others, and level up the revenue operations team
• Ability to manage multiple priorities and competing stakeholder needs in a fast-paced environment

Nice To Haves

• Software industry experience preferred.
• Contract management and negotiation experience strongly preferred.
• Experience using or implementing AI or automation tools (e.g., generative AI, workflow automation, CPQ automation) to improve deal desk efficiency and accuracy a plus.

Responsibilities

• Serve as a senior, trusted advisor to Sales leadership and cross-functional stakeholders on structuring and executing complex, non-standard, and high-value deals.
• Independently evaluate and resolve non-standard deal requests, driving cross-functional solutions across Sales, Finance, and Legal with minimal oversight.
• Own deals end-to-end through quoting, approval, contracting, and quote-to-cash — troubleshooting issues with Finance and Legal with urgency, accuracy, and attention to policy and business context.
• Ensure all transactions adhere to internal revenue recognition policies, escalating and resolving edge cases as needed.
• Present deal strategy recommendations and insights to senior stakeholders in a clear, concise, data-driven manner.
• Ensure deal data is complete and accurate in CRM, with a focus on data hygiene and process compliance.
• Reinforce and help enforce pricing and discounting governance, exercising judgment in gray areas rather than simply applying rules.
• Define requirements for system enhancements (e.g., CRM, CPQ) in partnership with systems and RevOps teams.
• Proactively identify friction in current processes and lead improvements — including automation and AI (e.g., AI-assisted contract review, quote generation, deal analytics) — to increase speed, consistency, and scale, and reduce manual effort.
• Own the optimization of policies, playbooks, and standard operating procedures for deal support, and lead their rollout and adoption across the global team.
• Act as a go-to resource for other analysts on sales operations planning, process, and execution.
• Informally mentor newer Revenue Operations Support Analysts on deal structuring, systems, and policy.
• Contribute to internal knowledge-sharing — documentation, training sessions, and onboarding materials — recommending process changes and leading training so improvements scale beyond a single deal.

Benefits

• Competitive array of benefits to support you from our Employee Assistance Program to Local Employee Meetups to flexible time off policy
• Reimbursement for relevant conferences, training, and education
• Access to LinkedIn Learning's 10,000+ courses
• Bonus in addition to base salary
• Equity compensation to eligible employees, including equity grants upon hire and the option to participate in our Employee Stock Purchase Program

What This Job Offers

• Job Type: Full-time
• Career Level: Senior