Senior Deal Desk Manager
New
E
ExpelCybersecurity SaaS
Applicants must reside within the continental United States, and can work remotely or from our Expel HQ office in Herndon, VA.Full-TimeSenior
SalaryThe base salary range for this role is between $115,000 USD and $160,000 USD + variable eligibility and equity.
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Job Details
- Experience
- 5–8 years of experience, including 3+ years in Deal Desk, sales operations, or revenue operations
- Required Skills
- SalesforceMicrosoft ExcelSaaSGoogle Sheets
Requirements
- 5–8 years of professional experience.
- 3+ years in Deal Desk, sales operations, or revenue operations at a technology company (SaaS strongly preferred).
- Experience supporting enterprise or mid-market SaaS sales teams through complex deals.
- Working knowledge of SaaS revenue fundamentals (revenue recognition, ARR definitions, contract structures, commercial terms).
- Hands-on proficiency with Salesforce and Salesforce CPQ.
- Strong proficiency in Excel and Google Sheets.
- Strong active listening and conflict management skills.
- Ability to balance competing incentives across Sales, Legal, and Finance.
- Ability to provide decisive guidance on when to solve or escalate issues.
Responsibilities
- Serve as the primary point of contact for the field on quoting, pricing scenarios, discount structures, and non-standard terms.
- Coach sales reps and managers on structuring opportunities early to address complexity.
- Run approval workflows end-to-end and communicate decisions and reasoning back to stakeholders.
- Translate commercial intent into contract terms and manage risk trade-offs during negotiations.
- Ensure closed deals align with revenue recognition, ARR classification, billing, and margin requirements.
- Maintain the fallback and playbook library for negotiated terms.
- Collaborate with Revenue Operations and Business Systems on Salesforce and CPQ configuration and reporting.
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