Senior Manager, Commercial Operations and Deal Desk

Zenity•New York, NY

About The Position

Zenity is hiring a Senior Manager, Commercial Operations and Deal Desk to build commercial governance and support the company’s next phase of growth. The role will develop pricing and packaging guardrails, approval frameworks, deal structures, and quote-to-cash processes that underpin customer and partner agreements. It is a strategic commercial operations role, not a contract review position, and works across Sales, Partners, Customer Success, Finance, Product, and Legal to turn commercialization strategy into executable plans. The role will own Deal Desk as a strategic function, advise Sales leadership on deal structure, packaging, and terms, and create repeatable commercial offers for a new category. It will also improve the end-to-end quote-to-cash process, establish contracting and revenue standards, enable partner and customer success motions, and apply AI and automation to commercial workflows. The role is expected to develop field playbooks and self-service resources and use measurable performance indicators to inform leadership decisions. Zenity describes itself as a leader in AI Agent Security, offering a full-lifecycle platform for visibility, governance, detection, prevention, and response across AI agents. The company has raised more than $55 million, including a $38 million Series B with strategic investment from Microsoft’s M12, and is trusted by Fortune 500 enterprises globally.

Requirements

10+ years of experience in Deal Desk, Commercial Operations, Revenue Operations, or Sales Operations at a B2B SaaS company.
Hands-on experience structuring complex enterprise deals.
Deep working knowledge of SaaS pricing, packaging, and contract structures, including multi-year, usage-based, and channel or marketplace deals.
Strong understanding of quote-to-cash, CPQ, CRM, and revenue recognition fundamentals.
Ability to build systems, processes, or relationships, with experience establishing approval frameworks, playbooks, or operating rhythms.
Ability to influence senior stakeholders across Sales, Finance, Legal, Product, and Customer Success without direct authority.
Strong analytical skills, including comfort building business cases, margin models, and deal analyses.
Comfort working in evolving, fast-moving environments and sound judgment about when to hold the line and when to adapt.
Strong communication and collaboration skills.
Ownership mindset, accountability for outcomes, and proactive cross-functional communication.
Comfort giving and receiving direct feedback.

Nice To Haves

Experience with Salesforce; Salesforce is the preferred CRM.

Responsibilities

Design and own pricing and discounting guardrails, approval matrices, and escalation paths that support field autonomy while protecting margin, revenue quality, and risk.
Run Deal Desk as a strategic function and advise Sales leadership on deal structure, packaging, and terms, shaping deals early.
Translate company strategy into an executable pricing and packaging roadmap, aligning cross-functional teams and driving delivery.
Bring Sales, Partners, Customer Success, Finance, Product, and Legal together to resolve trade-offs and drive decisions.
Work with Product and Finance to develop licensing, pricing, and packaging models using deal data and market feedback.
Own and streamline quote-to-cash from quote through booking and billing, improving cycle times, data integrity, and customer and seller experience.
Partner with Legal on standard contract terms, fallback positions, and playbooks, and escalate only exceptional deals.
Partner with Finance on revenue recognition, forecasting inputs, margin analysis, and deal reporting.
Build commercial frameworks for channel and marketplace deals, renewals, expansions, and multi-year agreements.
Apply AI tools and automation to deal analysis, approval routing, contract workflows, and reporting.
Create playbooks, training, and self-service resources to help sellers structure and submit deals correctly.
Track and improve deal cycle time, approval turnaround, discount discipline, forecast accuracy, and contract and booking quality, using insights to inform leadership decisions.