Sr, Manager Deal Desk

GHX

6d•Remote

About The Position

Reporting to the Executive Director, Revenue Operations, the Senior Manager of Deal Desk leads a team responsible for structuring, reviewing, and approving complex sales deals to maximize revenue, ensure compliance, and support scalable growth. This role partners closely with Sales, Finance, Legal, Product, Consulting, and Operations to streamline deal processes, enforce pricing and discounting policies, and improve overall deal velocity and quality.

Requirements

Bachelor’s degree in Business, Finance, or a related field or an equivalent combination of education and related professional experience
Minimum of 8 years of experience in Deal Desk, Sales Operations, Finance, or related roles
5+ years of experience supporting commercial processes in a fast-paced, customer-centric environment
At least 3 years of experience in a leadership or team management role, with proven ability to coach, mentor, and develop high-performing teams
Strong understanding of SaaS or subscription-based business models
Experience with CRM and CPQ systems (e.g., Salesforce, Apttus, or similar)
Experience supporting CPQ implementation
Deep knowledge of pricing strategies, contract structures, and revenue recognition principles
Excellent analytical, negotiation, and problem-solving skills
Strong communication and stakeholder management abilities

Nice To Haves

Strong negotiation, communication, and leadership skills, with a proven track record of driving outcomes in high-pressure, complex deal environments
Adept at managing high-value, multi-stakeholder deals, balancing business objectives with quote accuracy and risk mitigation
Experienced in process improvement and automation, with a focus on scalability, efficiency, and reducing manual tasks
Strong analytical and reporting capabilities, with the ability to translate data into actionable insights for continuous improvement
Customer-centric mindset, consistently aligning deal processes with client needs and satisfaction
Flexible and collaborative leadership style, able to operate effectively both as a team leader and as a supportive team member
Executive-level written and verbal communication skills, with a particular emphasis on concise, high-impact business writing
Highly collaborative, with the ability to partner effectively across cross-functional teams and build strong relationships at all levels of the organization
Self-directed and proactive, demonstrating strong initiative, ownership, and the ability to thrive in a fast-paced, evolving environment

Responsibilities

Partner closely with Sales to structure complex SaaS deals involving multi-year subscriptions, ramp pricing, usage-based components, and other offerings
Guide sales teams on structuring enterprise agreements, co-terming, renewals, and expansions
Serve as an escalation point for high-impact, high-value, or time-sensitive deals, balancing speed with risk management
Collaborate with Finance to ensure deals comply with revenue recognition standards
Review and approve complex, non-standard deals to ensure alignment with company policies and financial goals
Support go-to-market (GTM) initiatives by operationalizing new offerings and maintaining scalable product playbooks
Enforce deal exceptions governance, ensuring discipline while enabling competitive deal execution
Own and continuously improve Deal Desk SLAs by defining clear turnaround expectations, monitoring performance against targets, identifying root causes of delays, and driving cross-functional accountability to ensure timely and high-quality deal support
Maintain and continuously enhance proposal templates and standard content to ensure accuracy, consistency, and alignment with pricing, product offerings, and commercial terms
Lead and mentor the Deal Desk team, driving performance, consistency, and professional development
Optimize deal workflows, approval processes, and supporting systems (e.g., CRM, CPQ tools) to improve efficiency and cycle time
Analyze deal data to identify trends, risks, and opportunities for improvement
Drive operational efficiency and scalability across the quote-to-order process, ensuring seamless execution as the business grows
Partner with relevant teams to support CPQ implementation and enhancements, including requirements gathering, testing, and rollout