Program Manager, Deal Desk Operations

Motive

3d • $125,000 - $198,000

About The Position

Motive is seeking a Program Manager, Deal Desk Operations to own programmatic pricing, product launch pricing readiness, and AI-powered tooling for the Deal Desk. Reporting to the Sr. Director of Deal Desk, this role manages projects, deliverables, training, and communications for strategic initiatives that help Sales and go-to-market teams price and structure deals more quickly and consistently.

The role turns recurring pricing and process requests into scalable programs, playbooks, and AI-enabled tools, partnering across Sales, Finance, Product, Partnerships, Legal, Sales Enablement, GTM AI Ops, and Enterprise Systems. It also co-owns the Deal Desk Pricing Tool and AI roadmap, supports Salesforce and CPQ processes, and uses dashboards and analysis to inform Deal Desk policies and recommendations aligned with company financial goals.

Requirements

• At least 5 years of operations experience in a high-growth technology company in Deal Desk, Sales Operations, Revenue Operations, Pricing, or Business Operations.
• Proven program management skills, including scoping ambiguous problems, aligning stakeholders, and delivering repeatable processes or tools.
• Hands-on professional experience with generative AI, including prompt engineering and a working understanding of context windows, token costs, and agent guardrails.
• Strong pricing and commercial acumen, including ASP, margin, credits, and ARR/ACV.
• Experience with Salesforce and CPQ.
• High proficiency in SQL and experience building dashboards in BI tools.
• Strong slidecraft and storytelling, with exceptional written and verbal communication.
• Attention to detail, sound judgment, and a bias toward action in a fast-paced, hands-on environment.
• Authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

Nice To Haves

• Experience with n8n, Python, or other automation tools.
• Partner, channel, or franchise pricing experience.
• Familiarity with CLM tools such as Ironclad.

Responsibilities

• Own programmatic pricing for partnerships, franchises, networks, and promotions, including pricing frameworks, intake and approval paths, and playbooks.
• Lead Deal Desk pricing readiness for product launches, defining pricing guardrails, CPQ and SKU readiness, approval rules, and seller guidance with Product, Finance, and Enterprise Systems.
• Build and run pricing enablement, including onboarding playbooks, trainings, deal-structuring guides, and launch communications; measure adoption across the sales organization.
• Design and roll out approval-matrix updates and process improvements, and establish communications about program updates, blockers, and risks.
• Identify Deal Desk workflow bottlenecks and prototype AI agents, automations, and applications.
• Co-own the Deal Desk Pricing Tool and AI roadmap with GTM AI Ops by gathering user feedback, writing requirements and user stories, prioritizing the backlog, running UAT, and driving launches.
• Manage the cost envelope for production AI use cases, balancing model performance against token consumption.
• Serve as Deal Desk's Salesforce and CPQ expert and liaise with Business Intelligence and Enterprise Systems to ensure system changes are reflected in Deal Desk reporting.
• Build dashboards and apply analytical rigor to Deal Desk policies and recommendations in support of company financial goals.

Benefits

• Health, pharmacy, optical, and dental care benefits
• Paid time off
• Sick time off
• Short-term and long-term disability coverage
• Life insurance
• 401(k) contribution
• Restricted stock units may be included in total compensation for certain roles, subject to applicable factors and eligibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed