Deal Desk Manager

About the Role

We are hiring a Deal Desk Manager to own and operationalize the end-to-end deal lifecycle as we scale to the next stage of growth. This role sits at the intersection of sales execution, commercial strategy, and operational rigor. You will partner closely across Sales, Finance, and Legal to ensure every deal is structured soundly, priced appropriately, approved efficiently, and executed cleanly. You will be the central point of coordination for commercial operations and the person responsible for building the processes, guardrails, and infrastructure that make this repeatable at scale.

This is a foundational hire. You will build the deal desk function from the ground up, designing the workflows, templates, and approval frameworks for multiple business units. The right candidate is someone who can operate with precision in the details today — assembling order forms, maintaining Salesforce accuracy, routing approvals — while simultaneously building the systems and processes that will scale well beyond what's needed right now.

This role is ideal for someone who takes pride in operational excellence, thrives in building structure from ambiguity, and brings the commercial judgment and credibility needed to be a trusted partner to a fast-moving sales organization.

What You'll Do

Deal Structuring & Execution: Own the end-to-end deal process from pricing through execution.

• Partner with Sales to structure deals that align with pricing guidelines, discounting policies, and commercial standards
• Assemble, review, and quality-check order forms and commercial documentation for accuracy and completeness
• Coordinate cross-functional approvals across Finance, Legal, and GTM leadership, ensuring deals move through the pipeline without unnecessary friction
• Conduct final review of all deals prior to execution, serving as the last line of quality control before signature
• Support the pricing and commercial sections of RFP/RFI responses in partnership with Sales and PMM

Process Design & Optimization: Build the deal desk function and the operational infrastructure to support it.

• Design and implement scalable deal review and approval workflows, including escalation paths, SLA standards, and exception-handling frameworks
• Develop and maintain pricing guidelines, discount approval matrices, and deal structuring playbooks
• Identify and resolve recurring friction points in the deal cycle, driving process improvements that accelerate time-to-close while maintaining commercial discipline
• Establish the operating cadence for deal review, including regular deal clinics or approval syncs with Sales and Finance leadership

Systems & Data Integrity: Ensure the systems that support the deal lifecycle are accurate, reliable, and well-maintained.

• Own Salesforce hygiene related to deal and opportunity records, ensuring data accuracy across pricing, deal terms, approval status, and contract details
• Support Ironclad administration, maintaining contract workflows, templates, and clause libraries
• Partner with Revenue Operations and Revenue Architecture teams to improve and automate deal desk workflows within CRM and CLM platforms
• Maintain reporting and visibility into deal desk metrics including cycle times, approval turnaround, exception rates, and deal quality

Cross-Functional Partnership: Serve as a trusted operational partner across the GTM organization.

• Act as the connective tissue between Sales, Finance, and Legal throughout the deal cycle, ensuring alignment on commercial terms, pricing, and contract language
• Advise Sales on deal structuring best practices, proactively flagging risks or non-standard terms before they become blockers
• Partner with Finance on booking accuracy, revenue recognition considerations, and commercial policy evolution
• Influence adoption of deal desk processes and standards across the sales organization, building credibility through consistency and responsiveness

What We're Looking For

• 5–7+ years of experience in Deal Desk, Order Management, Sales Operations, or Revenue Operations at high-growth technology companies
• Experience supporting enterprise sales organizations through complex, multi-stakeholder deal cycles
• Strong working knowledge of CPQ, CRM (Salesforce), and CLM (Ironclad or similar) platforms
• Demonstrated ability to build or significantly improve deal desk processes, not just operate within existing ones; previous experience building this function at a startup
• Commercial judgment and the confidence to push back constructively on senior sales stakeholders when deal structures fall outside policy
• Exceptional attention to detail paired with the ability to prioritize and move quickly in a high-volume environment
• Excellent communication skills, with the ability to translate commercial complexity into clear guidance for Sales, Finance, and Legal partners
• Comfort operating in a fast-paced, ambiguous environment, balancing process-building with hands-on deal execution