Sr. Deal Desk Manager

Mitek Systems

1d•$130,000 - $150,000

About The Position

The Sr. Deal Desk Manager leads Deal Desk and connected commercial processes, helping structure complex deals, govern pricing and commercial approvals, improve deal velocity, and protect business economics. The role uses data to connect discounting, pricing, pipeline coverage, attainment, and deal outcomes, then develops policies, processes, and systems to improve commercial decisions. The manager owns the Deal Desk operating model from request intake through commercial review, approval, contracting, and handoff. They partner with Sales on complex and non-standard deals, lead cross-functional reviews, assess deal economics and terms, and provide timely guidance to sellers. The role also builds analytical models and reporting, maintains commercial policies and controls, and governs pricebooks, CPQ processes, Salesforce data, and related commercial systems. The position drives automation and process improvement across Deal Desk and commission activities, applies AI where it can improve analysis or capacity with appropriate oversight, and leads cross-functional initiatives that balance commercial speed, economic control, and scalability.

Requirements

At least 4 years of experience in Deal Desk, Commercial Operations, Revenue Operations, Sales Operations, or an equivalent commercial role in a B2B technology or SaaS environment.
Use AI natively in day-to-day work to optimize how the work is performed.
Substantial hands-on experience reviewing and structuring complex or non-standard deals, including pricing, discounts, products, contract duration, payment structures, and commercial terms.
Strong commercial and economic judgment, including understanding of recurring-revenue mechanics, unit economics, profitability, cash flow, customer lifetime value, and commercial precedent.
Advanced analytical and financial-modeling capability, including the ability to connect deal activity and seller behavior to revenue, margin, cost, and operating outcomes.
Working knowledge of product catalogues, pricebooks, CPQ software, approval matrices, quoting, contracting, and order-form processes.
Strong Salesforce proficiency, particularly with opportunities, products, pricebooks, quotes, contracts, reporting, automation, and data-quality governance.
Experience administering or optimizing a CPQ or Deal Desk platform such as DealHub, Salesforce CPQ, or an equivalent solution.
Experience working across Sales, Finance, Legal, and Revenue Accounting to reach clear, defensible commercial decisions under time pressure.
Strong stakeholder-management, structured problem-solving, process-design, testing, documentation, and change-management skills.

Nice To Haves

Direct experience administering DealHub and integrating CPQ processes with Salesforce and downstream finance or contracting systems.
Experience building low-code automations or AI-enabled workflows for deal review, pricing analysis, document generation, anomaly detection, or management reporting.
Experience supporting enterprise, multi-product, partner-led, or usage-based SaaS deals.
Experience partnering with Finance or Revenue Accounting on revenue recognition, billing, payment terms, commission accruals, or contract economics.
Experience with SQL, BI tools, data transformation, or warehouse-based commercial reporting.
Experience in identity verification, fraud, cybersecurity, or financial services technology.

Responsibilities

Own the Deal Desk operating model from request intake through commercial review, approval, contracting, and handoff, including service levels, decision rights, and escalation paths.
Partner with Sales on complex and non-standard deals and help structure commercially sound, executable proposals aligned with company priorities.
Lead cross-functional deal reviews with Sales, Finance, Legal, Revenue Accounting, Product, and Customer Success.
Evaluate pricing, discounts, contract duration, payment structure, product configuration, commercial terms, and implementation requirements as part of integrated deal assessments.
Provide sellers with timely guidance on available options, trade-offs, required approvals, and paths to close.
Ensure deal submissions, approval records, decision rationales, and downstream commercial handoffs are complete and high quality.
Build data models connecting deal and seller metrics to revenue, margin, cash, and other business outcomes.
Assess the economic impact of proposed deals and exceptions, including revenue, profitability, precedent, and customer-lifetime considerations.
Analyze discount requests, approval outcomes, exception rates, cycle times, and loss reasons to identify friction, commercial leakage, and improvement opportunities.
Develop scenario and sensitivity models to assess proposed pricing, approval-policy, and deal-structure changes.
Create trusted Deal Desk reporting with clear metric definitions, source-of-truth logic, and data-quality controls, and translate findings into recommendations.
Design and maintain approval matrices and commercial guardrails for discounts, non-standard terms, products, contract duration, payment structures, and other exceptions.
Maintain a commercial playbook distinguishing standard from non-standard requests and guiding sellers through each scenario.
Partner with Legal and Revenue Accounting on pre-approved language and appropriate review routes for non-standard requests.
Monitor policy effectiveness and recommend changes based on deal outcomes, market conditions, or business priorities.
Maintain controls, documentation, and audit trails while avoiding unnecessary sales-process friction.
Govern product catalogues, pricebooks, pricing rules, discount schedules, approval workflows, quote templates, and order-form processes.
Administer and optimize DealHub or an equivalent CPQ platform, aligning product configuration, pricing, approvals, contracts, and downstream handoffs.
Maintain working knowledge of Salesforce opportunity, product, pricebook, quote, and contract data and their dependencies for forecasting, reporting, and commissions.
Translate commercial requirements into scalable system configuration, integrations, and controls across Salesforce, CPQ, contracting, and finance tools.
Own requirements gathering, testing, release readiness, documentation, enablement, adoption monitoring, and post-launch measurement for commercial-system changes.
Automate repeatable Deal Desk and commission activities, including data validation, request triage, approval routing, exception detection, document generation, and reporting.
Apply AI where it improves analysis, decision quality, or team capacity, with appropriate testing, human oversight, security, and measurable business outcomes.
Establish operating metrics for approval turnaround, exception rate, discount leakage, deal-cycle impact, payment accuracy, dispute volume, and stakeholder experience.
Lead cross-functional improvement initiatives from diagnosis through implementation, balancing commercial speed, economic control, and long-term scalability.