Manager – Deals Desk

SecurityScorecard

Manager / Director overseeing the Deal Desk operations at a cybersecurity leader, ensuring deal governance and commercial excellence. Leading automation and scalability efforts with a focus on financial discipline and team development.

Posted 7/2/2026full-timeRemote • Connecticut • 🇺🇸 United StatesLead💰 $170,000 - $220,000 per yearWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Own the end-to-end deal process: quota creation, quoting, approvals, and bookings across the enterprise portfolio
Serve as the primary escalation point for non-standard and complex transactions — balancing business growth against financial and legal guardrails
Operate and manage the CPQ-to-RCA transition, ensuring continuity and adoption through the mid-August go-live
Enforce approval matrices and pricing guidelines consistently across deal types, segments, and regions
Partner with Sales, Finance, and Legal to maintain and evolve deal policies, pricing frameworks, and discount guardrails
Design and enforce a framework that allows flexibility for high-value enterprise negotiations without opening the door to precedent-setting exceptions
Define, track, and report on KPIs that measure Deal Desk health: cycle time, exception rate, ARR per deal, approval SLA
Champion ongoing automation of deal approvals and quote workflows — moving from manual intervention to system governance
Drive adoption of RCA and related tooling across Sales and CS; build training and enablement for process changes
Manage Jira-based ticket workflows for the Deal Desk team, ensuring responsiveness and throughput
Lead and develop 1 Deal Desk Analyst (Adriel), with intent to grow headcount as the function scales
Build a culture of operational excellence, consistent discipline, and calm under pressure
Collaborate with the VP RevOps and broader RevOps team on go-to-market strategy and commercial optimization

Requirements

What you’ll need

Director level: 10+ years in Deal Desk, Revenue Operations, or related functions, with 5+ years in a leadership role
Manager level: 5-8 years of relevant experience with demonstrated leadership or senior ownership of a deal desk function
Deep understanding of SaaS pricing, discounting, ARR/NRR, and revenue recognition principles
Salesforce CPQ experience required; RCA (Revenue Cloud Advanced) experience is a meaningful differentiator
Proven track record holding the line on commercial policy while maintaining trusted relationships with Sales, Finance, and Legal
Experience operating with difficult, high-performing salespeople — and a track record of pushing back respectfully and consistently
Deal automation experience is a strong plus; AI-assisted deal management a differentiator
Jira experience preferred

Benefits

Comp & perks

Competitive salary
Stock options
Health benefits
Unlimited PTO
Parental leave
Tuition reimbursements

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Quota CreationPricing FrameworksRevenue RecognitionDeal AutomationKPI TrackingApproval MatricesDiscount GuardrailsAI-Assisted Deal ManagementJira ManagementCycle Time Measurement

Soft Skills

Relationship ManagementOperational ExcellenceCalm Under PressureCollaborationRespectful Pushback