Manager, Deal Desk – Pricing, Deal Strategy & Analytics

Netradyne • San Francisco, CA

9h • Hybrid

About The Position

The Manager, Deal Desk owns deal pricing, renewal pricing, deal structuring, and deal analytics for Netradyne’s global enterprise business. The role partners with Sales on pricing and deal structure, balancing ARR growth, hardware and subscription margin, cash flow, contract term, and revenue recognition. It requires fluency in bundled device and subscription economics, multi-year total cost of ownership, and the trade-offs between upfront hardware revenue and recurring revenue.

A core responsibility is renewal pricing, including uplift and escalator policy, renewal price execution, co-term and true-up mechanics, and pricing levers that protect net revenue retention. The role also owns deal desk operations, including quote and approval workflows, price book governance, non-standard terms, and service levels, in partnership with Sales, Finance, Legal, Product, and Business Systems. It supports strategic initiatives such as quote-to-cash process redesign and AI-driven process automation.

Reporting to the Sr. Director of Revenue Operations, this position helps scale and streamline global deal operations, improve efficiency, and drive business outcomes in a high-growth, fast-paced environment. The role combines interpersonal and analytical skills to influence cross-functional teams.

Requirements

• Bachelor’s degree in business, Finance, STEM, or a related field.
• At least 5 years of experience in Deal Desk, Revenue Operations, or Sales Operations within a technology or SaaS company.
• At least 3 years of hands-on experience with Salesforce and a CPQ platform such as DealHub, Salesforce CPQ, or equivalent.
• Proven track record managing complex deals and pricing operations in a B2B environment, including new business and renewals.
• Hands-on ownership of renewal pricing in a subscription business, including uplift and escalator policy, renewal quoting, price increase execution, and related analysis.
• Experience with B2B sales organizations and complex enterprise sales cycles.
• Ability to analyze deal economics and quantitatively structure deals, including gross margin, TCO, payback, and multi-year cash flow impact.
• Experience building and managing multiple price books, approval matrices, and discount curves.
• Strong understanding of SaaS subscription and hardware-enabled business models and related KPIs, including ARR, NRR, ASP, attach rate, gross margin, and churn.
• Advanced analytical skills, expert-level Excel or Sheets financial modeling, and proficiency with Tableau or Power BI.
• Ability to translate pricing and deal data into concise, decision-ready recommendations for executive audiences.
• Integrity, dependability, analytical objectivity, adaptability, initiative, ability to work independently under pressure and meet deadlines, sound judgment with limited information, and strong collaboration and communication skills.

Nice To Haves

• SQL experience is strongly preferred.
• Familiarity with IFRS 15 or ASC 606 revenue recognition standards and their application to deal structuring.
• Team management experience.
• Experience with DealHub or comparable CPQ implementation, including price book and approval workflow design.
• Implementation and/or operational experience with a CLM tool.
• ERP operational experience, especially NetSuite.
• Experience supporting channel, partner, and international (EMEA) deal structures.
• Experience with hardware-enabled SaaS.
• Exposure to AI or automation initiatives applied to quote-to-cash processes.
• Experience working with Renewals or Customer Success teams, including hardware refresh and device replacement at renewal.
• Experience running a company-wide price increase or uplift program across an installed base.

Responsibilities

• Manage weekly, monthly, and quarterly deal booking and reporting, and process-manage deals from structuring and pricing through final approval.
• Partner with Sales on advanced modeling for multi-year, multi-site, bundled hardware and subscription, and enterprise fleet-wide agreements.
• Structure deals to balance ARR, hardware and services margin, cash flow, and revenue recognition; model TCO, payback, and term, volume, and ramp alternatives.
• Lead deal strategy for strategic, competitive, and non-standard transactions, including renewals, expansions, and partner- or channel-sourced deals.
• Address go-to-market questions and implement measurable solutions.
• Develop and refine pricing and packaging strategies; execute pricing strategy, deal modeling, and value-engineering initiatives.
• Manage price books, including architecture, bundle definitions, discount curves, and approval thresholds across regions and routes to market.
• Analyze price realization, discount leakage, and margin impact; recommend data-supported list price, floor price, and bundle changes.
• Build pricing scenarios and value-based justifications for competitive win strategies.
• Own renewal pricing strategy, including uplift and escalator policy, multi-year price protection, and renewal floor and ceiling guardrails by segment, region, and route to market.
• Price renewals, co-terms, mid-term expansions, and true-ups, including hardware refreshes, device swaps, and end-of-life transitions.
• Model renewal outcomes against NRR and margin targets; identify underpriced and at-risk accounts and recommend a pricing approach ahead of renewal.
• Build and maintain deal desk analytics on discount performance, price realization, ASP, hardware and subscription attach rates, deal velocity, approval cycle time, and win/loss by deal structure.
• Provide recurring and ad hoc analysis to CRO, CFO, and Sales leadership on pricing effectiveness, margin trends, and deal quality, with recommendations.
• Partner with Revenue Operations on forecast and funnel analytics where deal structure, pricing, or booking terms drive variance.
• Build and maintain Tableau or Power BI dashboards and ensure data integrity across Salesforce, DealHub, and NetSuite.
• Analyze renewal pricing performance, including uplift realization, discount recapture, price sensitivity of churn and downgrades, and NRR contribution by segment.
• Baseline and improve deal desk metrics and processes to improve deal velocity and margins; optimize approval workflows while maintaining appropriate review.
• Work with enablement to drive adoption of best practices, and partner with Business Systems and IT on AI-driven quoting, approval, and deal-review automation.
• Advise Sales on deal strategies and compliance; build partnerships with Product, Finance, Legal, and other stakeholders to expedite approvals.
• Coach Sales on negotiation strategy, alternatives to discounting, and defending price in competitive cycles.
• Partner with Customer Success and Renewals on renewal negotiations, concession guardrails, and escalation paths for price-sensitive accounts.
• Ensure adherence to legal and fiscal regulations with Legal and Accounting; enforce quoting policies for discounting and non-standard terms.
• Oversee non-standard deal requests and ensure operational and revenue recognition standards; advise on ASC 606 implications with Accounting.
• Partner with Business Systems to build scalable quoting and deal-management infrastructure; evaluate technologies that can improve quote-to-cash and go-to-market efficiency.
• Stay current on CPQ, CLM, pricing technologies, and AI-enabled quote-to-cash automation; serve as a subject matter expert on packaging, price book architecture, DealHub CPQ, renewal quote generation, and automated uplift logic.
• Assist with training Sales, Marketing, and Customer Success teams; create process documentation, present in meetings, and provide one-on-one sessions as needed.

Benefits

• Competitive salary and eligibility for yearly bonus.
• Company equity.
• Company-paid health care, dental, and vision coverage for the employee and most dependents.
• Generous PTO and sick leave.
• 401(k) with company match.
• Disability, life insurance, and ancillary benefits.

What This Job Offers

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