Own the Deal Desk intake, review, and approval workflow for non-standard, strategic, and enterprise-level deals across all media and ad tech product lines.
Evaluate deal economics including CPM/CPC/CPA pricing, volume discounts, minimum spend commitments, make-good provisions, and margin thresholds.
Structure commercial terms that balance seller incentives with company profitability, legal enforceability, and revenue recognition standards (ASC 606).
Serve as the final escalation point for pricing exceptions, custom T&Cs, and non-standard contractual provisions.
Partner with Sales to develop deal strategies for competitive RFPs, agency holding company negotiations, and multi-year strategic partnerships.
Manage the full contract lifecycle—from initial redline through execution—ensuring all executed agreements are accurately captured and maintained in the contract management system.
Maintain a master repository of executed contracts, amendments, SOWs, and order forms; enforce document retention and version control standards.
Draft, review, and negotiate commercial provisions in MSAs, IOs, data licensing agreements, and platform access agreements in collaboration with Legal.
Build and maintain a library of pre-approved contract templates, fallback positions, and playbooks to accelerate deal cycles and reduce Legal review time.
Monitor contractual obligations including minimum spend commitments, auto-renewal windows, termination for convenience clauses, and SLA obligations, flagging risks proactively.
Coordinate with Finance and Revenue Recognition teams to ensure deal structures are compliant with GAAP and internal revenue recognition policies prior to execution.
Serve as a power user and functional owner of Salesforce CRM, including Opportunities, Quotes (CPQ), Contracts, and custom Deal Desk objects and workflows.
Design and enforce Salesforce deal approval workflows, price override rules, and opportunity stage gates in partnership with Sales Ops and the Salesforce admin team.
Ensure data integrity across deal records, including accurate ACV/TCV booking, product line attribution, discount tracking, and contract term dates.
Leverage Salesforce reporting and dashboards to provide real-time visibility into pipeline health, deal approval cycle times, win/loss trends, and discounting patterns.
Evaluate and implement complementary tools (e.g., CPQ platforms, CLM software such as Ironclad) that integrate with Salesforce to streamline deal and contract workflows.
Act as the central coordination point between Sales, Sales Operations, Finance, Legal, and Product to resolve deal blockers and align on go-to-market commercial policies.
Develop and enforce Deal Desk policies, discount authorization matrices, and approval SLAs; communicate changes to commercial terms with appropriate training for the sales org.
Alongside Finance and Sales leadership, lead post-mortem analysis on lost deals, margin erosion, and prolonged approval cycles to identify systemic improvements to the deal process.
Build, mentor, and develop a team of Deal Desk Analysts and Managers, establishing a high-performance, process-oriented culture.
Present deal trends, approval metrics, and risk summaries to senior leadership on a regular cadence.

Requirements

8+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, or commercial finance, with at least 3 years in a leadership capacity.
Deep domain knowledge of the media and/or ad tech ecosystem, including programmatic advertising, digital media buying, DSP/SSP/DMP/CTV platforms, data licensing, or SaaS-based ad technology.
Expert-level proficiency in Salesforce CRM, including Opportunity and Contract management, CPQ or Quotes functionality, approval workflow configuration, and advanced reporting.
Demonstrated experience managing complex commercial contracts, including drafting and redlining MSAs, IOs, and data licensing agreements.
Strong understanding of revenue recognition principles (ASC 606) and their application to multi-element media and technology arrangements.
Exceptional analytical and financial modeling skills; ability to quickly evaluate deal margin, lifetime value, and risk across varied deal structures.
Proven ability to operate cross-functionally and influence without direct authority across Sales, Finance, and Legal teams.
Strong executive presence with the ability to communicate complex deal issues clearly to C-level stakeholders.

Benefits

Health insurance
401(k) matching
Paid time off
Flexible work arrangements
Professional development opportunities

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

deal desk managementcontract lifecycle managementcommercial contract negotiationrevenue recognition (ASC 606)financial modelingdeal economics evaluationpricing strategy developmentdocument retention standardsdata integrity managementanalytical skills

Soft Skills

leadershipcross-functional collaborationcommunicationproblem-solvinginfluence without authorityteam developmentexecutive presencetraining and mentoringstrategic thinkingrisk management