Senior Manager, Deal Desk

Deepgram • ,

7d • $168,000 - $206,000

About The Position

Deepgram is hiring a Senior Manager, Deal Desk to build and operate its deal desk from the ground up. Deepgram sells its usage-based voice AI platform—including speech-to-text, text-to-speech, and Voice Agent API—through self-serve plans, enterprise commitments, and cloud marketplaces. The role reports to the Chief Accounting Officer and works closely with leaders in Sales, Customer Success, Product, and Finance. The desk is intended to help Sales win better deals faster at defensible prices, rather than operate as a control function.

The Senior Manager will establish deal policies and processes, review non-standard deals, influence large deal structure, and partner on pricing and packaging. The role will also build pricing insights, ensure deals are documented and audit-ready in Salesforce, use AI to support first-pass reviews, and develop Salesforce CPQ. Initially partnering with Customer Success on renewals, the role is expected to take ownership of renewals as the desk matures.

Deepgram expects team members to use and experiment with advanced AI tools as a core part of their work. The company operates at a rapid pace, with changing day-to-day work, and values experimentation, adaptability, and continuous learning.

Requirements

• 6+ years of experience in deal desk, deal strategy, or pricing at a B2B technology company, including 3+ years running a desk.
• Experience with usage-based pricing, including commitments, credits, overage, ramps, and rollover.
• Experience building a desk, matrix, or playbook that Sales adopted.
• Financial fluency, including understanding how deal terms affect revenue recognition.
• Hands-on experience building Salesforce CPQ.
• SQL experience.
• Credibility with sales executives and clear writing.
• An AI-native way of working that the candidate can demonstrate.

Nice To Haves

• Experience at an infrastructure, API, or AI company.
• Pre-IPO experience.
• Experience with cloud marketplace private offers, including AWS, GCP, or Azure.
• Experience owning or running renewals.

Responsibilities

• Build the deal desk, including an approval matrix, pre-approved playbook, and credit and promotion guidelines so most deals do not require approval.
• Run the desk day to day by reviewing non-standard deals and providing same-day answers.
• Shape large deals early, including commitment size, ramps, product mix, and terms.
• Partner with Product and sales leadership on pricing and packaging.
• Build pricing insights, including deal margin, realized discount, and win rate by discount band.
• Keep deals clean and audit-ready by recording approvals and terms in Salesforce.
• Use AI to run the desk, with an agent performing first-pass reviews while the role holder makes decisions and improves the rules.
• Build out CPQ in Salesforce so the playbook and approvals are part of the quote.
• Partner with Customer Success on renewals initially, then take ownership of renewals as the desk matures.

What This Job Offers

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