Deals Desk Manager

Proofpoint • Sunnyvale, CA

4d

About The Position

About Us: Proofpoint is a global leader in human- and agent-centric cybersecurity. We protect how people, data, and AI agents connect across email, cloud, and collaboration tools. Over 80 of the Fortune 100, 10,000 large enterprises, and millions of smaller organizations trust Proofpoint to stop threats, prevent data loss, and build resilience across their people and AI workflows. Our mission is simple: safeguard the digital world and empower people to work securely and confidently. Join us in our pursuit to defend data and protect people. How We Work: At Proofpoint you’ll be part of a global team that breaks barriers to redefine cybersecurity guided by our BRAVE core values: Bold in how we dream and innovate Responsive to feedback, challenges and opportunities Accountable for results and best in class outcomes Visionary in future focused problem-solving Exceptional in execution and impact The Role The Deals Desk Manager serves as the enterprise authority for deal governance, pricing frameworks, and Quote-to-Cash (Q2C) strategy. The Deals Desk Manager is responsible for transforming the Deals Desk function from a transactional support role into a strategic commercial team that drives revenue growth, deal quality, and operational efficiency. By partnering across Sales, Finance, Product, and Technology organizations, the role drives automation, global standardization, and data-driven decision-making. The Deals Desk Manager influences senior leaders, establishes enterprise guardrails, and leads initiatives that improve deal velocity, pricing integrity, and operational scalability. The role operates without direct reports and leads through cross-functional influence and stakeholder collaboration across the organization. To succeed in this role, you will need to have a thorough understanding of the Quote to Cash process, to be able to leverage systems, tools, and AI Agents to ensure optimization and accuracy of data. This role will require a lot of cross-functional engagement to ensure alignment and visibility with both up and downstream teams.

Requirements

• Bachelor’s Degree preferred
• 5+ years in a Deals Desk role
• Meticulous with high attention to detail
• Self-starter and committed to delivering results
• Strong verbal and written communication skills
• Strong interpersonal skills to facilitate meetings where you will articulate complex concepts
• Fosters collaboration among team members.
• Understanding of the full scope of an Account lifecycle and variables that impact the quoting/pricing process (New Product Launch, EOL, Pricing Adjustments)

Nice To Haves

• Experience with SFDC is an advantage

Responsibilities

• Review and advise on complex or non-standard deal structures to ensure alignment with pricing, margin, and compliance guidelines.
• Manage deal escalations by coordinating with Sales, Finance, Legal, and Product teams to drive timely resolution.
• Provide recommendations that balance customer competitiveness with profitability and risk management.
• Analyze deal data, pricing trends, and margin performance to provide actionable insights for leadership.
• Monitor KPIs such as quote accuracy, deal cycle time, and discount trends.
• Act as the central liaison between Sales, Finance, Legal, and Operations during complex deal negotiations.
• Use insights to recommend improvements to pricing strategy and governance frameworks.
• Build Deals Desk playbooks, operating procedures, and governance to standardize processes across global sales teams.
• Identify process gaps and implement scalable operating models for complex deal support
• Drive adoption of new deal management processes and tools through stakeholder training and change management initiatives.
• Act as the primary liaison between transformation teams and end users, ensuring business needs are incorporated into new processes.
• Gather feedback from stakeholders to identify friction points and improve user experience.

Benefits

• At Proofpoint, we believe that an exceptional career experience includes a comprehensive compensation and benefits package.
• Competitive compensation
• Comprehensive benefits
• Career success on your terms
• Flexible work environment
• Annual wellness and community outreach days
• Always on recognition for your contributions
• Global collaboration and networking opportunities
• flexible time off
• a comprehensive well-being program with two paid Wellbeing Days and two paid Volunteer Days per year, plus a three-week Work from Anywhere option.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees