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About this role:
This role acts as the primary advisor for the AMER – East/EMEA sales team, managing all aspects of contract and deal management. Key responsibilities include ensuring timely and accurate Order Forms, maintaining Salesforce data hygiene, obtaining approvals for pricing and payment terms, processing amendments, and supporting the sales team in structuring fully approved deals.
The Deal Desk role plays a critical, cross-functional role in optimizing the sales cycle, ensuring compliance, and supporting strategic growth. This position demands a blend of operational efficiency, advisory capabilities, and a commitment to continuous process improvement.
Key Resposibilities
- Order-to-Cash Cycle Management: Thoroughly review, process, and validate all incoming Order Forms, Sales Support requests, and Bookings to ensure accuracy, completeness, and adherence to company policies and pricing structures. This includes verifying customer details, product configurations, contractual terms and any non-standard terms.
- Service Level Agreement (SLA) Adherence: Diligently monitor and meet all established process Service Level Agreements (SLAs) for deal review and booking, maintaining a consistent flow in the sales pipeline and ensuring a positive experience for both the sales team and internal stakeholders.
- Documentation and Policy Governance: Maintain, coordinate, and actively participate in the drafting and regular updating of our internal Deal Desk guides, policies, and procedural documentation. This documentation must accurately reflect current best practices related to deal processing, booking logic, and internal compliance standards.
- System Implementation and Optimization: Actively assist the team with the configuration, testing, and rollout of critical tools, including a CPQ system, ensuring it meets the evolving needs of the sales organization and integrates smoothly with other enterprise systems.
- Project Leadership and Analytical Support: Execute and assist on all internal strategic initiatives aimed at improving sales efficiency and financial integrity. Provide essential support on additional projects and conduct detailed analysis as needed to inform decision-making regarding pricing, discounting, and deal structure.
- Trusted Deal Advisor: Serve as a primary point of contact and trusted advisor to the Sales, Legal, and Finance teams, offering expert guidance on complex deal-related questions, booking requirements, revenue recognition impacts, and established internal processes. Facilitate communication to expedite deal closure while maintaining compliance.
- Sales Training and Enablement: Assist in sales training and enablement sessions focused on quoting procedures, pricing policies, and mandatory process requirements. This ensures the sales organization is proficient in utilizing quoting tools and adhering to our booking policy.
- Process Improvement and Collaboration: Proactively collaborate with other internal stakeholders, including Finance, Revenue Operations, and IT, to continuously review and refine existing processes, aiming for maximum efficiency, scalability, and compliance with all internal and external regulations (SOX).
- Ad-Hoc Duties: Perform additional duties, analyses, and administrative tasks as assigned by management to support the broader operational and strategic objectives of the Deal Desk teams.
Experience
- A minimum of 3-5 years of experience in Deal Desk or Sales Operations within a SaaS environment, including expertise in contract review, compliance review and/or drafting, and a solid understanding of negotiation strategy.
- Demonstrated ability to thrive in a high-velocity, fast-paced professional environment.
- Proficiency with CPQ systems and experience with CPQ implementation processes.
- Exceptional organizational capabilities and proven effective communication skills, both verbal and written.
- Salesforce Systems Administrator experience a plus
- Familiarity with pertinent software applications, including Salesforce (SFDC), Ironclad, DocuSign, Microsoft Word, Excel, PDF management tools, and the Google Suite.
