Rubrik is looking for a curious and self-motivated Deal Structuring Manager to join our AMER Deal Structuring Team. Our team operates at the critical junction of Sales, Finance, and Legal, ensuring that we structure innovative, "win-win" commercial models that drive value for both our customers and Rubrik’s long-term growth.
As a key team-member, you will act as a strategic partner to support our sales organization, navigating complex commercial landscapes by identifying commercial solutions that balance customer requirements and company objectives. We are looking for a high-energy professional who upholds the Rubrik RIVET values and proactively engages to secure revenue and maintain corporate profitability in a fast-paced environment. This role will be an individual contributor role, with potential to eventually grow into people management.
Nature of the Specialized Duties➢ Strategic Deal Architecture and Creative Structuring (25% of time)
- Designing and implementing creative commercial structures for high-level strategic deals to ensure mutually beneficial outcomes for Rubrik and its customers.
- Architecting complex deal models that balance customer requirements with Rubrik’s revenue recognition and profitability standards.
- Leading strategic conversations with sales leadership to align commercial offerings with broad company objectives and market positioning.
- Utilizing a deep understanding of business interests to move past objections and engineer workable, high-value solutions.
➢ Commercial Contract Governance and Financial Negotiation (25% of time)
- Drafting specialized commercial language in contracts to capture unique deal terms while mitigating organizational risk.
- Applying strong financial acumen to evaluate and qualify a variety of commercial outcomes, ensuring alignment with FP&A and Accounting standards.
- Navigating complex negotiation cycles by identifying the interests behind positions and resolving commercial friction points.
- Ensuring all deals adhere to internal compliance, revenue integrity, and company-wide sales policies and ensuring detailed oversight of quoting related Governance+ Operational details
➢ Deal Velocity Management and Process Optimization (20% of time)
- Identifying, troubleshooting and resolving deal cycle bottlenecks to ensure timely closures and scale commercial exception-making.
- Driving continuous improvements for the global function by identifying process gaps and proposing tooling, automation, or intake solutions.s, or
- Leveraging CRM and CPQ systems to streamline the quote-to-cash process and improve the efficiency of deal approvals.
- Establishing and maintaining consistent intake workflows that help organization and x-functional support scale effectively within the AMER region.
➢ Analytical Synthesis and Executive Reporting (15% of time)
- Quickly digesting key deal characteristics and synthesizing them into flexible, high-impact deliverables for senior and executive management.
- Performing sharp analytical evaluations of deal margins, discounting trends, and commercial trade-offs.
- Preparing data-driven insights to help leadership make informed decisions on high-stakes, "non-standard" deal approvals.
- Monitoring regional performance metrics to identify trends in deal structure and commercial success.
➢ Cross-Functional Collaboration and Relationship Governance (15% of time)
- Establishing trusting relationships with team members, Legal, Finance, and Sales Operations to influence policy and drive alignment.
- Collaborating with international and multicultural teams across multiple time zones to ensure global consistency in deal execution.
- Leading change management initiatives, recognizing how transformational shifts in the business affect organizational reaction and deal flow.
- Enablement: Mentoring individual sales representatives on commercial best practices and corporate sales policies. Onboarding new deal desk talent.
- Assisting with Deal Desk global projects & process improvements as needed.
- Education: A Bachelor’s degree in Finance, Economics, Business, Law, or a closely related field is required. A Master’s degree (MBA or JD) is considered a significant plus. The complexity of deal architecture requires a deep theoretical understanding of financial modeling, contract law, and business strategy.
- Specialized Professional Knowledge: * 5+ years of experience in Deal Desk.
- Advanced proficiency in Microsoft Excel and Google Sheets for complex financial modeling.
- Demonstrated experience using Salesforce and CPQ systems and a working knowledge of revenue recognition and contract accounting.
- Proven ability to interface directly with senior-level and executive management to drive strategic business outcomes.
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Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.
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Inclusion @ RubrikAt Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.
Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.
Our inclusion strategy focuses on three core areas of our business and culture:Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.
Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at [email protected] if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.
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Rubrik Palo Alto, California, USA Office
3495 Deer Creek Rd, Palo Alto, CA, United States, 94304
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