Revenue Operations Manager, Deal Desk

Crusoe•Denver, CO

3d•$140,000 - $170,000

About The Position

Crusoe is looking for a Revenue Operations Manager to own their deal desk function and lead the implementation, management, and ongoing optimization of their CPQ (Configure, Price, Quote) system. This role is crucial as it sits at the intersection of pricing strategy, sales enablement, and systems ownership. The successful candidate will act as the Revenue Operations partner for Account Executives, assisting them with complex, technical deals and building the infrastructure necessary for the sales organization to quote and close deals more efficiently. The company is specifically seeking an individual with experience in setting defensible prices for novel deal structures, especially in markets with limited comparable data and dynamic conditions, given the technical and consultative nature of their sales process where a one-size-fits-all pricing approach is not feasible.

Requirements

4-7 years of experience in Revenue Operations focusing on running a deal desk function, advising AEs on deal structuring, pricing strategy, and contract negotiations, preferably within a high growth, B2B technology environment.
Proven track record setting and adjusting prices in a dynamic, fast-moving market.
Strong understanding of market rate benchmarking and competitive pricing analysis.
Experience pricing usage-based and consumption-based products.
Hands-on CPQ implementation and administration experience (Salesforce CPQ, DealHub, PandaDoc, Zuora, or similar).
Strong Excel/Sheets modeling skills for pricing analysis.
Experience at a growth-stage company where you've had to build or rebuild processes from scratch.

Nice To Haves

SQL or reporting tool experience.
Experience with hyperscalers, GPU clouds, or high-performance compute environments.
Familiarity with large-scale AI training and inference architectures.
Strong network in the AI/ML and enterprise technology ecosystem.
Track record of working with Fortune 500 enterprises and digitally native businesses on transformative infrastructure deals.

Responsibilities

Advise Account Executives (AEs) on deal structuring, negotiation tactics, and creative packaging to protect margin while removing friction to close.
Serve as the primary point of contact for AEs on non-standard deals, terms, pricing, and discounting.
Set and continuously adjust pricing in response to a dynamic market, translating fast-moving conditions into clear, real-time pricing guidance for the Go-To-Market (GTM), product, and Finance teams.
Conduct ongoing market rate analysis leveraging competitor pricing intelligence, internal win/loss data, and segment-level price sensitivity to recalibrate price points, discounts, and approval thresholds.
Own the deal approval workflow, ensuring deals receive the appropriate level of scrutiny without becoming a bottleneck.
Partner with Sales Leadership, Finance, and Legal on exception approvals, non-standard terms, and contract structuring.
Track deal desk metrics such as discount trends, approval cycle time, and win rates by deal type, and price realization.
Build dashboards and reporting to provide leadership with visibility into pricing trends and deal desk throughput.
Own the end-to-end implementation, configuration, and maintenance of the CPQ system.
Build and maintain product bundles, pricing rules, discount schedules, approval matrices, and quote templates.
Continuously audit CPQ data integrity (product catalog, price books, rules logic) to ensure quotes reflect the latest pricing strategy.
Partner with Sales, Finance, and Product on new product launches, packaging changes, and price book updates, translating them into CPQ configuration.
Identify and eliminate friction in the quote-to-cash process, aiming to reduce quote turnaround time and manual workarounds.
Train, enable, and support AEs and sales managers on CPQ best practices.