Job Description

Key Responsibilities

Deal Intake, Review & Cross‑Functional Alignment

• Serve as the first point of contact for deal requests, ensuring complete inputs and clear requirements.
• Lead cross‑functional deal reviews with Sales, Finance, Legal, and RevOps.
• Maintain accurate deal documentation, approval context, and follow‑through across the lifecycle.

Deal Structuring, SaaS Mechanics & Risk Assessment

• Partner with Sales early to shape pricing strategy and commercial structure.
• Support partner and channel deal structures aligned with program rules and margin expectations.
• Advise on SaaS deal mechanics including multi‑year terms, ramps, co‑terms, migrations, and consolidations.
• Evaluate commercial risk, precedent, and downstream operational impact to recommend balanced deal structures.
• Support product restack/remix initiatives to align legacy offers with our unified SaaS portfolio.

Commercial Terms, Pricing Governance & Approvals

• Review pricing, discounting, contract terms, billing cadence, and escalators.
• Partner with Finance and Legal to assess commercial and contractual risk.
• Ensure deal structures align with financial metrics (ACV, ARR, MRR, TCV) and revenue recognition policies.
• Manage approval workflows and escalate complex deals with clear analysis and recommendations.

Policy Compliance & Exception Management

• Enforce pricing policies, approval matrices, and commercial guardrails.
• Ensure non‑standard deals follow documented exception processes.
• Identify recurring exceptions and partner with RevOps to improve policies, workflows, and systems.

Seller Enablement & Negotiation Support

• Act as a trusted advisor to sellers on pricing strategy, packaging, and commercial positioning.
• Guide tradeoffs and concessions while protecting company interests.
• Help sellers understand what’s approvable, what requires escalation, and how to structure deals efficiently.

Customer & Financial Insight

• Use CRM, contract, pricing, and financial data to inform deal decisions.
• Apply understanding of customer lifecycle across acquisition, expansion, and renewal.
• Ensure CRM/CPQ data accuracy to support reporting, audit readiness, and downstream processes.

Quote Creation & CPQ Execution

• Build, configure, and validate quotes for new business, renewals, expansions, and complex deal scenarios.
• Partner with sellers on product configuration, pricing, and commercial terms.
• Troubleshoot CPQ issues and ensure outputs reflect approved pricing and entitlements.
• Collaborate with RevOps/Systems to enhance CPQ rules, templates, and automation.

Booking Readiness & Operational Excellence

• Prepare complete, compliant booking packages and ensure smooth handoff to Order Management and Billing.
• Validate quote accuracy to reduce downstream corrections.
• Provide increased support during month‑end and quarter‑end close.
• Track and analyze Deal Desk KPIs to drive continuous improvement.
• Contribute to scalable quote‑to‑cash processes, tools, and governance.

Qualifications

Required Qualifications

• Strong judgment and ability to make sound decisions in ambiguous or non‑standard deal scenarios
• Strong Excel / spreadsheet skills, including financial analysis and deal modeling to support pricing, discounting, and deal evaluation
• Ability to interpret commercial contract language (e.g., order forms, amendments, pricing exhibits) and identify deviations from standard terms
• Hands on experience creating and supporting quotes in a CPQ environment (Salesforce CPQ or similar strongly preferred)
• Strong understanding of SaaS/subscription pricing, discounting, and commercial constructs
• Comfort working with deal data, reports, and KPIs to identify trends, risks, and opportunities for improvement
• Ability to manage multiple concurrent deals in a fast paced, deadline driven environment
• High attention to detail with strong analytical, organizational, and communication skills
• Experience working across CRM, CPQ, and adjacent quote‑to‑cash systems (e.g., billing, CLM, order management
• Ability to operate independently in a scaling environment

Education & Experience

• Bachelor’s degree or equivalent experience

• 2–5+ years of experience in Deal Desk, Sales Operations, Revenue Operations, Pricing, Finance, Contracts, or Order Management within a B2B SaaS or software environment

Work Environment

• Remote

• Negligible Travel