Acceldata - Manager, Deal Desk
Requirements
• 4-6 years in deal desk, sales operations, revenue operations, enterprise sales, contracts/commercial, or a comparable role; or a track record that proves you can learn this fast. We care more about horsepower and judgment than a specific title. • Strong command of the most critical components of an enterprise deal: pricing and discounting, commercial structure, and core legal concepts (MSAs, order forms, redlines, liability, term/renewal). • Proven ability to drive deals to close: organized, diligent, and calm under quarter-end pressure, with a bias for action, and relentless determination to get things done. • A builder’s instinct: you spot inefficiency, design better processes, and improve systems rather than just working within them. • Comfort with SaaS and enterprise complexity; ability to work with the world’s largest organizations and their procurement, security, and legal teams. • Fluency with CRM and deal tooling (e.g., Salesforce) and an appetite to leverage automation and AI to scale yourself. • Strong cross-functional collaboration and influence without authority; confident and direct with Sales, but a true partner, not a blocker. • Coachable, logical, and humble; you hold the line on the things that matter without being adversarial, and you keep getting better. • Excellent communication and a sales-culture fit: you operate with urgency, ownership, and a team-first mentality. • Flexibility to work across a broad range of global markets, timezones, customer business processes and functional disciplines. • Ability to explain company business priorities to internal and external counterparts as you influence deal structures and optimize terms. • Commitment to compliance with all laws, regulations and good business practices. • Experience with consumption/usage-based pricing or open-source commercial models. • Background supporting data, analytics, AI, or developer/infrastructure platforms. • Hands-on experience with CPQ and CLM platforms and building approval automation. • Familiarity with cloud marketplace (AWS/GCP/Azure) and channel/co-sell deal motions. • Experience standing up or scaling a Deal Desk function from the ground up.
Responsibilities
• Run Enterprise Deal Flow • Serve as the trusted deal partner for the field on complex, high-value enterprise opportunities; from deal structuring and quoting through approvals and signature. • Structure contracts and licensing with the world’s largest companies: leveraging consumption/usage-based models, multi-year & ramped commitments, co-sell and marketplace transactions, and enterprise frameworks. • Own the quote-to-contract path: ensure accuracy, enforce approval workflows, and keep deals moving with urgency, especially at quarter- and year-end. • Be the connective tissue across Sales, Finance, Legal, Product, and Revenue Operations; driving alignment and fast, sound decisions on pricing, terms, and deal optimization. • Build the Function • Design and mature Deal Desk processes, approval matrices (delegation of authority), and playbooks from a maturing baseline into a scalable, referenceable and repeatable system. • Optimize and extend the tooling stack (CRM/CPQ/CLM and approval workflows), partnering with Revenue Operations to automate manual steps, reduce cycle time, drive adoption and improve standardization. • Identify gaps proactively and close them using automation, AI, and clean data to improve deal velocity, quote accuracy, and margin protection. • Translate sales team and customer feedback into process improvements, and codify what “good” looks like as the team and deal volume grow. • Protect the Business & Enable Sales • Safeguard pricing integrity and margin while keeping the path to “yes” fast and predictable for reps. • Partner on pricing strategy and packaging; surfacing insights from the deal pipeline to inform discounting guardrails and commercial policy. • Build sales enablement and self-serve guidance so reps know how to structure deals correctly the first time. • Lay the foundation for a future team: documentation, standards, and scalable processes that a growing Deal Desk can run on. • #LifeAtAcceldata is all about working with some of the best minds in the industry and experiencing a culture that values an ‘out-of-the-box’ mindset. If you want to push boundaries, learn continuously, and grow to be the best version of yourself, Acceldata is the place to be! • We also believe in providing our employees with the right tools and resources to help them excel at their job. We offer: • Flexible PTO Plan • Up to 100% employer-paid benefits for health, dental, and vision coverage for specific plans • Discounts and offerings for major vendors through our PEO • Apple Air Mac Equipment • Becoming part of the team that coined the term “Data Observability”! • We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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