Global Deal Desk Manager

Xirgo Technologies•Rolling Meadows, IL

84d

About The Position

As Global Deal Desk Manager at Xirgo, you will lead and optimize our quote-to-close process by partnering closely with Sales, Finance, Legal, Marketing, Product Management, Operations and Customer Support. This role will function as a strategic advisor for complex deal structuring, ensure compliance with internal policies, revenue recognition standards, and contractual terms, and drive deal velocity through streamlined, scalable processes. You must have executive experience and presence to work with the C-Suite and Board to present key sales metrics, deal profitability, pricing strategy, contracting risks as well as trends and recommendations for continuous improvement.

Requirements

Exceptional interpersonal and communication skills, with the ability to build and maintain relationships with C-level executives and key decision-makers
Excellent negotiation, presentation, and contract management capabilities
Strong analytical skills to build pricing models, analyze margins, and develop performance dashboards
Demonstrated experience in creative deal structuring for fortune 500 organizations with complex contracting requirements
Ability to build relationships and influence stakeholders at all levels
CRM and CLM system management for process management and reporting
Strategic thinker with a focus on details, organization and execution
Ability to work in a fast-paced environment, manage multiple priorities, and adapt to changing customer needs
10+ years in Sales Management, Deal Desk, Revenue Operations, Sales Operations, or commercial contracting roles—ideally in SaaS, IoT, or B2B enterprise environments
Knowledgeable about buying practices of large corporations; expert at knowing how to get business done in Fortune 500 environments
Demonstrated knowledge of account management strategies and processes including the ability to understand customer needs, overcome objections, develop business cases, and negotiate and close new business
Executive track record of sales success and relationships with selling technology to large corporations and through channels (Resellers, TSPs, Distributors)
Proficient in Microsoft Office programs (Outlook, Word, PowerPoint, and Excel) and Atlassian suite (Jira, Confluence)
Proficient in Sales CRM and CLM tools (e.g. NetSuite CRM, Salesforce, Docusign, SignNow)
Bachelor’s degree in business, engineering, finance, accounting, economics, or related discipline (MBA or relevant advanced degree a plus).
Must have the unrestricted authorization to work in the U.S.

Nice To Haves

Experience in IoT, Class 1 – 8, OEMs, and/Telecommunications/Carriers is preferred
Experience with IoT products including cameras/video, vehicle and asset tracking, sensors, and AI preferred

Responsibilities

Collaborate with Sales, Finance and Legal to structure complex deals, maximizing speed of deal closure and ease of doing business with Xirgo, while minimizing financial and legal risk to our organization.
Combine pricing, costing, discounting, margin analysis and commercial terms to ensure alignment with Xirgo’s strategic and financial objectives
Manage deal intake, deal prioritization and approval workflows to streamline deal closure for the company.
Review quotes, contracts, and non-standard terms to confirm compliance with internal pricing policies, legal requirements, and revenue recognition considerations
Provide support during negotiations directly with customers and prospects when required for large complex deals to ensure customer needs are balanced with corporate profitability
Participate in forecasts and opportunity risk analyses to the C-Suite for high value deals, ensuring timing of deal closure from Sales Representatives aligns with the current state of contract negotiations and organizational readiness
Build and maintain deal playbooks, pricing tools, templates (e.g. Estimates, Sales Orders, Reseller Agreements, MSAs, SOWs, etc.), and approval matrices
Evaluate bottlenecks and lead initiatives toautomate deal desk workflows, shorten cycle times, and improve accuracy and scalability
Oversee CRM and Contract Lifecycle Management (CLM) tools (e.g. NetSuite, Docusign) to manage deals efficiently
Build dashboards and reports to track deal velocity, margin trends, pricing performance, and risk exposure
Train and enable Sales teams on deal policies, playbooks, pricing principles, and usage of quoting tools
Serve as a thought partner and escalation point when deal complexities arise. Articulate corporate and product competitive positioning and create pricing structures to achieve maximum sales and revenue potential
Provide strategic counsel to leadership on deal profitability, pricing strategy, and contracting risks
Present trends and recommendations for continuous improvement