Manager, Deal Desk – Pricing, Deal Strategy & Analytics

Netradyne • San Francisco, CA

1d • $118,000 - $157,000 • 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 margins, cash flow, contract terms, 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. Renewal pricing is a core responsibility, including uplift and escalator policy, renewal price execution, co-term and true-up mechanics, and pricing levers that protect net revenue retention at scale.

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, the Manager will help scale and streamline global deal operations, improve efficiency, and drive business outcomes in a high-growth, fast-paced environment.

The position is hybrid, with office work on Monday, Wednesday, and Thursday and remote work on Tuesday and Friday.

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 at 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 experience managing complex deals and pricing operations in a B2B environment, including new business and renewals.
• Direct, 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.
• Experience pricing bundled hardware and subscription offerings, or working in a business combining upfront and recurring revenue.
• Ability to translate pricing and deal data into concise, decision-ready recommendations for executive audiences.
• Ability to work independently under pressure, meet deadlines, prepare clear reports, exercise judgment with limited information, manage multiple activities, and collaborate effectively across teams.

Nice To Haves

• SQL proficiency.
• 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.
• Experience implementing or operating a CLM tool.
• Experience operating an ERP, 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 a Renewals or Customer Success organization, 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.
• Manage deal processes 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 balancing ARR, hardware and services margin, cash flow, and revenue recognition; model total cost of ownership, payback, and term, volume, and ramp alternatives.
• Lead 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 pricing and packaging strategies and execute pricing strategy, deal modeling, and value-engineering initiatives.
• Manage price books and own price book 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 policies, 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 pricing approaches.
• Build and maintain deal desk analytics covering 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 analyses and recommendations to CRO, CFO, and Sales leadership on pricing effectiveness, margin trends, and deal quality.
• 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.
• Establish deal desk process and performance baselines and improve deal velocity and margins.
• Optimize approval workflows while maintaining appropriate review cycles.
• Work with enablement to drive adoption of best practices.
• Partner with Business Systems and IT on AI-driven automation of quoting, approval, and deal review workflows.
• Advise Sales on deal strategies and compliance and build partnerships with Product, Finance, Legal, and other stakeholders to expedite approvals.
• Coach Sales on negotiation strategies and alternatives to discounting, including term, volume commitment, bundle mix, payment terms, and ramp, and on defending price in competitive cycles.
• Partner with Customer Success and Renewals on renewal negotiation strategy, concession guardrails, and escalation paths for price-sensitive accounts.
• Ensure legal and fiscal regulatory compliance in partnership with Legal and Accounting; enforce quoting policies and oversee non-standard deal requests.
• Advise on revenue recognition implications of bundled hardware and subscription offers, multi-element arrangements, and non-standard terms in partnership with Accounting.
• Partner with Business Systems to build scalable quoting and deal management infrastructure and evaluate technologies that improve quote-to-cash cycle 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 product packaging, price book architecture, DealHub CPQ, renewal quote generation, and automated uplift logic.
• Train Sales, Marketing, and Customer Success teams on tools; create process documentation, present in meetings, and provide one-on-one sessions as needed.

Benefits

• Competitive salary and eligibility for a 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 a generous company match.
• Disability, life insurance, and ancillary benefits.

What This Job Offers

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