Deepgram - Senior Manager, Deal Desk
Requirements
• 6+ years in deal desk, deal strategy or pricing at a B2B technology company, with 3+ running a desk. • Usage-based pricing experience: commitments, credits, overage, ramps and rollover. • A desk, matrix or playbook you built that sales adopted. • Financial fluency, including how deal terms affect revenue recognition. • Hands-on experience building Salesforce CPQ, plus SQL. • Credibility with sales executives, clear writing, and an AI-native way of working you can show. • Infrastructure, API or AI company experience. • Cloud marketplace private offers (AWS, GCP, Azure). • Has owned or run renewals. • Notice: We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @deepgram.com http://deepgram.com email address. If you've received a message claiming to be Deepgram, please forward it to [email protected].
Responsibilities
• Deepgram is hiring a Senior Manager, Deal Desk to build our deal desk from the ground up and run it. Deepgram is a usage-based voice AI platform (speech-to-text, text-to-speech and the Voice Agent API), sold through self-serve plans, enterprise commitments and cloud marketplaces. You'll report to the Chief Accounting Officer and work daily with leaders in Sales, Customer Success, Product and Finance. • The desk is not a control function. Its job is to help Sales win better deals faster, at prices we can defend. • Build the desk: approval matrix, pre-approved playbook, and credit and promo guidelines, so most deals need no approval. • Run it day to day: review non-standard deals and give same-day answers. • Shape large deals early: commitment size, ramps, product mix and terms. • Partner with Product and sales leadership on pricing and packaging. • Build pricing insight: deal margin, realized discount, and win rate by discount band. • Keep deals clean and audit-ready, with approvals and terms recorded in Salesforce. • Use AI to run the desk: an agent does the first-pass review; you make the call and improve the rules. • Build out CPQ in Salesforce so the playbook and approvals live in the quote. • Partner with Customer Success on renewals at first, then take ownership of renewals as the desk matures.
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