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.

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.

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.

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.

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.

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.

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.

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

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