Sr. Deal Desk Manager

What You Will Do (Essential Responsibilities):

Deal Desk Strategy and Deal Execution

• Own the Deal Desk operating model from request intake through commercial review, approval, contracting and handoff, with clear service levels, decision rights and escalation paths.

• Act as a strategic partner to Sales on complex and non-standard deals, helping teams structure proposals that are commercially sound, executable and aligned with company priorities.

• Lead cross-functional deal reviews with Sales, Finance, Legal, Revenue Accounting, Product and Customer Success, ensuring the right stakeholders engage at the right point.

• Evaluate pricing, discounts, contract duration, payment structure, product configuration, commercial terms and implementation requirements as part of an integrated deal assessment.

• Provide clear, timely guidance to sellers on available options, trade-offs, required approvals and the path to close.

• Own the quality and completeness of deal submissions, approval records, decision rationale and downstream commercial handoffs.

Deal Economics Pricing and Commercial Analytics

• Build data models that show how discounting, deal structure, product mix, payment terms, attainment, pipeline coverage, win rate, deal size and sales cycle affect revenue, margin and cash outcomes.

• Assess the economic impact of proposed deals and exceptions, including short- and long-term revenue, profitability, precedent and customer-lifetime considerations.

• Analyse discount requests, approval outcomes, exception rates, cycle times and loss reasons to identify recurring friction, commercial leakage and opportunities to improve policy or enablement.

• Develop scenario and sensitivity models that help leaders understand the impact of pricing, approval-policy or deal-structure changes before implementation.

• Create trusted Deal Desk reporting with clear metric definitions, source-of-truth logic and data-quality controls, and translate the findings into specific recommendations.

Commercial Governance and Policy

• Design and maintain approval matrices and commercial guardrails for discounts, non-standard terms, products, contract duration, payment structures and other deal exceptions.

• Maintain a clear commercial playbook that distinguishes standard from non-standard requests and gives sellers practical guidance on how to progress each scenario.

• Partner with Legal and Revenue Accounting to improve the use of pre-approved language, reduce unnecessary review and ensure non-standard requests follow the correct route.

• Monitor policy effectiveness and recommend changes when observed deal outcomes, market conditions or business priorities justify an adjustment.

• Maintain appropriate controls, documentation and audit trails without introducing unnecessary friction into the sales process.

Pricebooks CPQ and Commercial Systems

• Own the operational governance of product catalogues, pricebooks, pricing rules, discount schedules, approval workflows, quote templates and order-form processes.

• Administer and optimise DealHub or an equivalent CPQ platform, ensuring product configuration, pricing, approvals, contracts and downstream handoffs remain aligned.

• Maintain strong working knowledge of the Salesforce opportunity, product, pricebook, quote and contract data model and the dependencies that affect forecasting, reporting and commissions.

• Translate commercial requirements into scalable system configuration, integrations and controls across Salesforce, CPQ, contracting and finance tools.

• Own requirements gathering, testing, release readiness, documentation, enablement, adoption monitoring and post-launch measurement for commercial-system changes.

Automation Process Improvement and Leadership

• Automate repeatable Deal Desk and commission activities, including data validation, request triage, approval routing, exception detection, document generation and reporting.

• Apply AI where it improves analysis, decision quality or team capacity, with appropriate testing, human oversight, security and measurable business outcomes.

• Establish operating metrics covering approval turnaround, exception rate, discount leakage, deal-cycle impact, payment accuracy, dispute volume and stakeholder experience.

• Lead cross-functional improvement initiatives from diagnosis through implementation, balancing commercial speed, economic control and long-term scalability.

What You'll Need (Required Knowledge, Skills & Abilities):

• 4+ years of experience in Deal Desk, Commercial Operations, Revenue Operations, Sales Operations or an equivalent commercial role in a B2B technology or SaaS environment.