Manager, Deal Desk (Remote)

Geotab

4d•CA$116,200 - CA$155,000•Remote

About The Position

Geotab is seeking a Manager, Deal Desk who will lead Geotab's Deal Desk pillar and be accountable for the commercial deal review and pricing execution function across the reseller and direct customer portfolio. This role involves overseeing a team responsible for reviewing and approving non-standard pricing requests, reseller RFPs, credit requests, and commercial agreement structuring. The goal is to ensure the deal desk operates with clear SLAs, consistent pricing governance, and a strong commercial framework that supports sales velocity while protecting margin. The ideal candidate will be a strategic thinker with strong commercial acumen and an entrepreneurial mindset, working closely with Sales, Revenue Operations, Legal, and Finance.

Requirements

5 - 8 years of required previous experience in a deal desk, commercial pricing, or similar commercial role in a B2B SaaS or technology environment.
1 - 3 years of required supervisory experience managing a deal desk, pricing, or commercial operations team, with demonstrated ability to coach and hold a team accountable to SLAs.
Strong commercial acumen with demonstrated experience negotiating pricing and structuring complex deals.
Deep understanding of deal desk operations including approval frameworks, SLA management, and commercial risk assessment.
Experience with CPQ or deal management platforms; DealHub experience valued.
Experience designing and implementing deal desk intake processes, approval workflows, and escalation frameworks.
Strong project management skills with the ability to manage high-volume queues alongside strategic initiatives simultaneously.
Excellent verbal and written communication and negotiation skills.
Strategic mindset with a keen sense of commercial priorities and the ability to make sound decisions under time pressure.
Strong cross-functional collaboration skills across Sales, Revenue Operations, Finance, and Legal.
Entrepreneurial mindset and comfortable in a flat organization.
Comfort working with data and analytical tools to inform deal desk decisions; ability to build and interpret reports, dashboards, and commercial performance metrics using spreadsheet tools or BI platforms.

Nice To Haves

DealHub experience valued.

Responsibilities

Provide strategic oversight and decision-making authority for non-standard pricing requests across global regions, complex reseller RFPs requiring custom pricing strategies, and reseller credit requests and terms proposed in agreements or pricing amendments.
Define and enforce deal desk SLAs, triage standards, and approval thresholds to ensure consistent, timely resolution of all inbound requests.
Serve as the primary escalation point for complex commercial scenarios requiring senior-level judgment.
Establish and maintain a deal desk approval framework that enables appropriate delegation to team members while preserving commercial controls.
Lead commercial negotiations with Sales, Resellers, and direct customers to finalize non-standard pricing agreements, amendments, and deal structures.
Administer and govern commercial pricing in DealHub CPQ, including playbook design, approval workflow configuration, and quoting rule management.
Collaborate with Revenue Operations to ensure deal structures are operationally executable and compliant with established commercial policies.
Partner with Finance and Legal on deal terms that carry contractual or margin risk.
Oversee the activities, development and performance of direct reports across the Deal Desk pillar.
Provide direction, coaching and mentorship to the team.
Engage in the development of the team by coaching, providing feedback, identifying areas of growth and training opportunities.
Collaborate and support employees during the performance management process, meeting KPAs and career development planning.
Support Geotab global strategic initiatives.
Manage team budget and headcount within approved parameters, contributing to annual planning and resource allocation for the Deal Desk pillar.