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About the role
Key responsibilities & impact- Review, evaluate, and approve complex or non-standard sales deals
- Serve as the primary escalation point for high-value, high-risk, or strategically sensitive deals
- Ensure deals comply with pricing, discount, and approval policies; assess risk when exceptions are requested
- Partner with Sales leadership to determine acceptable tradeoffs between competitiveness, margin, and growth objectives
- Advise Sales on deal structure options to optimize revenue, margin, and deal outcomes
- Interpret pricing and discount policies and apply them consistently across deals
- Partner with Finance and RevOps to evaluate margin impact, precedent, and commercial risk
- Contribute to pricing and discount strategy discussions based on deal learnings and trends
- Collaborate with Legal on commercial term review and alignment
- Partner with the Deal Operations Analyst to ensure approved deal structures are understood and ready for execution
- Provide clarity and guidance to Sales on approval requirements and deal readiness prior to close
- Maintain approval discipline and documentation for audit and compliance purposes
- Support enablement efforts by clarifying deal policies, guardrails, and escalation paths for Sales
- Identify recurring exception patterns and recommend policy or enablement improvements
- Act as a trusted advisor to Sales and GTM leadership on deal-related decisions
- Supports commission calculation, payout validation, and capitalization activities through data accuracy, deal validation, and cross‑functional coordination
- Partners with Finance and Accounting to ensure commission inputs are accurate and compliant prior to capitalization and payout
- Provides operational support for commission processes while Finance retains accounting ownership
- Support ARR reporting by validating deal data, contract terms, and subscription details that feed revenue metrics
- Produce and maintain price uplift reporting, including analysis of price increases on renewals, expansions, and amendments
- Support churn reporting by ensuring accurate capture of cancellations, downgrades, and contract changes within CRM and downstream systems
- Partner with Finance, and Customer Success to ensure revenue reports reflect contractual reality and approved deal structures
- Identify trends and discrepancies across ARR movements (new, expansion, contraction, churn) and surface insights to stakeholders
- Maintain documentation and data hygiene standards to support accurate and repeatable reporting
Requirements
What you’ll need- 5–8+ years of experience in Deal Desk, Pricing, Revenue Operations, Sales Operations, or Commercial Finance
- Bachelor’s degree in finance, Accounting, Business, or related field
- Strong experience reviewing and approving complex B2B sales deals
- Deep understanding of pricing, discounting, deal economics, and commercial risk
- Ability to exercise strong judgment and confidently advise Sales leadership
- Excellent communication skills and comfort pushing back when necessary
Benefits
Comp & perks- medical, dental, vision, life and LTD insurance
- HSA
- 401(k) retirement plan
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
deal deskpricingrevenue operationssales operationscommercial financeB2B sales dealsdeal economicsrisk assessmentdata validationreporting
Soft Skills
judgmentadvisorycommunicationcollaborationclarityguidanceproblem-solvingnegotiationleadershipadaptability