Senior Manager, Deal Desk

• Build the desk: approval matrix, pre-approved playbook, and credit and promo guidelines, so most deals need no approval.

• Run it day to day: review non-standard deals and give same-day answers.

• Shape large deals early: commitment size, ramps, product mix and terms.

• Partner with Product and sales leadership on pricing and packaging.

• Build pricing insight: deal margin, realized discount, and win rate by discount band.

• Keep deals clean and audit-ready, with approvals and terms recorded in Salesforce.

• Use AI to run the desk: an agent does the first-pass review; you make the call and improve the rules.

• Build out CPQ in Salesforce so the playbook and approvals live in the quote.

• Partner with Customer Success on renewals at first, then take ownership of renewals as the desk matures.

What you'll need

• 6+ years in deal desk, deal strategy or pricing at a B2B technology company, with 3+ running a desk.

• Usage-based pricing experience: commitments, credits, overage, ramps and rollover.

• A desk, matrix or playbook you built that sales adopted.

• Financial fluency, including how deal terms affect revenue recognition.

• Hands-on experience building Salesforce CPQ, plus SQL.

• Credibility with sales executives, clear writing, and an AI-native way of working you can show.

Nice to have

• Infrastructure, API or AI company experience.

• Pre-IPO experience.

• Cloud marketplace private offers (AWS, GCP, Azure).

• Has owned or run renewals.

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