Manager/Lead, Deal Desk

Antithesis•Vienna, VA

3d•Onsite

About The Position

As Antithesis’s first Deal Desk hire, the Manager/Lead, Deal Desk will build and run the function from the ground up. Reporting into Revenue Operations, this role partners with Sales, Finance, and Legal to structure complex deals, accelerate approvals, improve pricing discipline, and make it easier for customers to buy from Antithesis. It is a high-trust, highly autonomous position requiring the ability to manage competing priorities, operate with incomplete information, and drive issues to resolution independently. A core focus is protecting the long-term economics of the business by closing strong deals without creating harmful pricing precedent or unnecessarily eroding contract value or margin. The role owns day-to-day Deal Desk operations, including deal structuring, reviews, approvals, and escalations. It supports Account Executives with complex commercial structures, models deal economics, improves processes and DealHub workflows, and establishes pricing guidance and guardrails. Success includes learning the product and sales motion, becoming the primary partner for non-standard deals, establishing intake and approval frameworks, improving DealHub workflows, reducing cycle and approval times, increasing rep self-service, and building a scalable operating model. This position is fully onsite in Vienna, Virginia. Antithesis is an equal opportunity employer and welcomes applicants of all backgrounds.

Requirements

At least 5 years of experience in Deal Desk, Revenue Operations, Sales Operations, FP&A, or a similar role in B2B SaaS or enterprise software.
Experience structuring complex enterprise deals, including usage-based pricing, multi-year agreements, co-term renewals, and non-standard commercial terms.
Experience with DealHub or another CPQ platform, including approvals, quoting workflows, and process optimization.
Experience with Ironclad or other CLM tools.
Strong financial modeling skills and working knowledge of SaaS metrics and ASC 606.
Familiarity with enterprise contracting, including payment terms, renewals, co-terming, and commercial exceptions.
Strong commercial judgment, with attention to both closing deals and their long-term economics and precedent.
Ability to handle sensitive pricing and commercial decisions, prioritize independently, and recognize when to escalate.
High emotional intelligence and persistence, including the ability to challenge assumptions and push back while maintaining relationships.
Comfort with ambiguity and the ability to form a point of view, make recommendations with incomplete information, and drive toward resolution.

Nice To Haves

Experience supporting usage-based or infrastructure software businesses.
Experience building or improving Deal Desk processes in a scaling organization.
Experience with marketplace transactions, including AWS Marketplace.
Experience as an early Deal Desk or Revenue Operations hire at a high-growth startup.

Responsibilities

Own day-to-day Deal Desk operations, including deal structuring, reviews, approvals, and escalations.
Partner with Account Executives on usage commitments, ramps, multi-year terms, payment terms, renewals, expansions, and co-term structures.
Model ACV, TCV, discounting, usage economics, and margin, and recommend commercially sound deal structures.
Evaluate the downstream impact of pricing, discounts, and non-standard terms to protect long-term contract value and margin.
Identify pricing inconsistencies, approval bottlenecks, process gaps, and recurring deal friction.
Use AI to find process efficiencies and strategic gains.
Own and optimize DealHub workflows, approvals, quote templates, and CRM integration.
Build and enforce pricing guides, playbooks, and guardrails that enable representatives to self-serve standard deals.
Track deal cycle time, approval turnaround, discounting, exceptions, and SLA performance, and use those insights to improve processes.
Learn the product, pricing, and sales motion; map the quote-to-cash process; and identify major friction points.
Establish a clear intake process, approval matrix, and SLA framework.
Publish pricing and deal-structure guidance.
Improve DealHub workflows and simplify the sales process.
Reduce deal cycle time and approval turnaround, improve pricing discipline and deal quality, increase representative self-service on standard deals, and build a scalable Deal Desk operating model.