Manager, Deal Desk at Udemy

| San Francisco
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ABOUT THE ROLE:
The Udemy for Business (UFB) Revenue Operations team’s mission is to enable all go-to-market teams to scale and grow top-line revenue efficiently. The team supports our mission by delivering the process and information flows that drive the entire customer journey optimization, promoting cross-functional alignment, overseeing resource and performance planning, refining key processes to increase efficiencies, and adopting best-in-class tools and technologies to support the entire UFB go-to-market universe from lead generation to customer invoicing.
As the Manager of Deal Desk, you will be directly contributing to the growth of our B2B business by building out the systems, process, and infrastructure to help scale our organization to the next level. This role is a cross-functional leadership role, working with senior leaders and executives across Sales, Customer Success, Legal, Finance, Marketing, Product, and other teams. You will meet with stakeholders to create winning deal structures that maximize revenue opportunities and drive the feedback loops that ensure healthy revenue growth. This position reports to the Head of Revenue Operations. 

Here’s what you’ll be doing:

  • Lead, train, mentor and inspire our Deal Desk team (currently a team of 3) who support our Global Sales and Customer Success Organization
  • Manage team’s goal-setting processes, ensure team members perform in alignment with goals, conduct performance evaluations, and define career path and performance standards for the Deal Desk team
  • Build, maintain and report on business KPIs to senior management and broader deal desk committee
  • Own, define and refine the scope of what a standard deal is for our business 
  • Lead the review, alignment, and drive of non-standard deals across the entire organization, serve the needs of the business and ensure a healthy revenue stream
  • Define and implement an operational strategy for the Deal Desk team 
  • Own the initiatives for the Deal Desk team, particularly related to price realization improvements and quote-to-cash processes, in collaboration with Revenue Operations, Billing Operations, Legal, Pricing Committee, Product Management, and other functions.

We’re excited about you because you have: 

  • 6+ years experience in deal desk, contracting, pricing strategy, or sales finance 
  • 2+ years as a people manager with an inspirational management style and an ability to create a cohesive team with a focus on people development
  • Experience with Salesforce CPQ at a SaaS company
  • Global experience with structuring and guiding complex deals to completion
  • Excellent interpersonal, communication, coaching and mentoring skills
  • Scalability-minded with an eye for process and a drive for continuous improvement
  • Service-oriented and not above rolling up your sleeves to solve any problem across the company
  • Working knowledge of software pricing, discounting, value-positioning, and revenue recognition concepts

#BT-LI1
About Udemy
We believe anyone can build the life they imagine through online learning. Today, more than 50 million students around the world are advancing their careers and passions by exploring and mastering new skills on Udemy, and expert instructors are able to share their knowledge with the world. Through our global marketplace and our solutions for businesses and governments, we connect people everywhere with the skills they need for success in work and life. We’re a close-knit bunch that enjoys problem-solving and collaboration, and we share a serious belief in the power of learning and teaching to change lives. Udemy’s culture encourages innovation, creativity, passion, and teamwork. We also celebrate our milestones and support each other every day.
Founded in 2010, Udemy is privately owned and headquartered in San Francisco’s SOMA neighborhood with offices in Denver (Colorado), Dublin (Ireland), Ankara (Turkey), Gurugram (India), and São Paulo (Brazil).
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Technology we use

  • Engineering
  • Sales & Marketing
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • SqlLanguages
    • ReactLibraries
    • DjangoFrameworks
    • HadoopFrameworks
    • CassandraDatabases
    • HiveDatabases
    • WordpressCMS
    • SalesforceCRM
    • MailChimpEmail
    • MarketoLead Gen

Location

SOMA

An Insider's view of Udemy

How would you describe the company’s work-life balance?

I’ve been really impressed by the work-life balance at Udemy. Each team has the freedom to choose a schedule and system that works for them. Everyone is committed to the success of their team and Udemy as a whole, and this flexibility and trust enables each of us to work in a way that helps maximize our impact.

Katie

Full Stack Web Development Software Engineer, Instructor Loyalty

How do you collaborate with other teams in the company?

As a member of the Marketing Efficiency Decision Science team, I help determine how Udemy can invest money efficiently. We partner with all levels of the Marketing and Finance teams to align our goals and drive implementation. We also work with the Data Products and platform team to ensure we utilize the most robust models and architecture.

Silvia

Data Scientist II

How does the company support your career growth?

Udemy provides me with daily opportunities to grow as an engineer. My manager genuinely cares about my career plan and professional growth. In every project that we’ve chosen for me to work on, I had the chance to improve my weaknesses and demonstrate my strengths. It is so important to feel valued at work, and Udemy has been doing a great job.

Duygu

Senior Staff Engineer

How do you make yourself accessible to the rest of the team?

My philosophy goes beyond normally scheduled one-on-ones, which I regard as simply guaranteed check points. I have a truly “interrupt me anytime” policy, so my staff feels comfortable enough to talk with me at any moment. My team is my work-family and, as with my own family, it is a top priority for me to be there to support them.

Justin

Senior Data Science Manager

What are Udemy Perks + Benefits

Culture
Intracompany committees
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
Family Medical Leave
Vacation & Time Off Benefits
Generous PTO
Paid Holidays
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Stocked Kitchen
Happy Hours
Parking
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Promote from within
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
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