Senior Manager, Deal Desk & Deal Strategy

ThoughtSpot•Mountain View, CA

3d•Hybrid

About The Position

The Senior Manager, Deal Desk & Deal Strategy will lead ThoughtSpot’s global Deal Desk organization, supporting all deal motions—from standard to highly complex, strategic transactions. This role partners closely with Sales, Finance, Legal, Revenue, and Executive Leadership to ensure deals are structured intelligently, approved efficiently, and informed by data-driven insights. This leader owns both deal execution, process improvement, approval workflow, governance, and strategy, ensuring consistent operational excellence while providing strategic guidance on complex deals. This role is ideal for a leader who thrives in a fast-paced, fast-growing organization and can scale global operations while maximizing commercial outcomes.

Requirements

8+ years of experience in Deal Desk, Sales Operations, Revenue Operations, or Commercial Strategy
3+ years of experience leading global or distributed teams
Strong analytical skills with experience using data to influence pricing, deal strategy, and commercial decisions
Deep understanding of SaaS pricing, discounting, renewals, and expansion motions
Proven ability to partner with Finance, Legal, and Revenue on complex deal structures
Experience thriving in a fast-paced, fast-growing organization
Experience in high-growth SaaS or cloud-based organizations
Advanced Salesforce reporting and dashboard experience; CPQ familiarity strongly preferred
Global leadership mindset with strong operational discipline
Data-driven decision-maker with executive presence
Excellent judgment in high-pressure deal scenarios
Ability to scale processes without slowing the business
Strong communication and stakeholder management skills
Strategic thinker capable of advising on complex deal structures

Responsibilities

Global Deal Desk & Strategic Deal Leadership Lead and oversee a global Deal Desk team supporting all deals across regions and segments
Establish coverage models, SLAs, and operating rhythms to support a global, fast-moving sales organization
Ensure consistent application of pricing, discounting, and deal policies worldwide
Provide strategic guidance on complex and high-value deals to maximize revenue, margin, and long-term customer value
Personally advise on pricing strategy, deal economics, contract terms, and negotiation approach for strategic opportunities
Model scenarios and provide recommendations for executive decision-making on high-impact deals
Balance deal velocity with margin protection, risk management, and long-term customer value
Deal Governance & Policy Define, enforce, and continuously improve deal desk policies, approval frameworks, and escalation paths
Ensure consistency across pricing, discounting, contract terms, and deal economics
Partner with Finance and Revenue to ensure alignment with revenue recognition, compliance, and controls
Analytics, Reporting & Insights Own global deal desk analytics and reporting, providing insight into: - Deal cycle time and bottlenecks - Discounting and margin trends - Exception rates and approval patterns - Renewal vs. expansion mix and deal quality
Deliver strategic insights to Sales and Executive Leadership to influence pricing and GTM strategy
Partner with Salesforce Operations to ensure accurate data capture, reporting, and dashboards
Cross-Functional Collaboration Act as the central coordination point between Sales, Finance, Legal, Revenue, and Operations
Facilitate fast, informed decision-making on high-impact deals
Present deal recommendations, trade-offs, and risks to senior and executive stakeholders
Process Optimization & Scale Drive continuous improvement of deal desk workflows, tooling, and automation
Partner with Salesforce Operations on CPQ, approvals, and reporting enhancements
Scale processes to support growth in a fast-paced, fast-growing environment while maintaining strong governance
Team Leadership & Development Hire, coach, and develop Deal Desk team members globally
Set clear expectations, performance metrics, and career development paths
Foster a culture of accountability, analytical rigor, strategic thinking, and customer-centric focus