Impress employers and recruiters.
Choose from hundreds of resume examples.

Target Resume Now

About the Role

The Deal Desk Manager is responsible for coordinating non-standard, high-value, and strategically significant opportunities. This role involves structuring, pricing, routing for approval, and finalizing deals, acting as a central point of contact for complex commercial transactions. The position partners with sales, finance, legal, supply chain, and product teams to shape deals that are commercially attractive, operationally deliverable, and compliant with regulations. The role owns the quote-to-cash process and its governing systems, policies, and approval frameworks within the Go to Market organization.

Responsibilities

Act as a trusted commercial advisor to sales on non-standard, complex, and strategic opportunities.
Model deal economics, including margin, discount, payment terms, volume commitments, and multi-year structures.
Build and review quotes, proposals, and pricing scenarios for hardware, services, and support.
Advise on trade-offs between requested structures and pricing policy, delivery capacity, or revenue recognition.
Support bid and tender responses with commercial modeling and pricing rationale.
Drive measurable reduction in quote turnaround and deal cycle time for bespoke and enterprise deals.
Continuously improve CRM configuration, including product catalog, price books, discount rules, quote templates, and approval workflows.
Ensure clean and accurate order handoff to finance, supply chain, and fulfillment.
Identify and remove friction in the sales-to-order path through process redesign and automation.
Own the discount and approval matrix, routing deals to correct approvers and upholding commercial policy.
Maintain the deal approval audit trail, documenting and justifying exceptions.
Partner with finance on revenue recognition treatment and with legal on contract terms and deviations.
Work with trade compliance to ensure deals meet export-control, end-use, and citizenship requirements.
Draft, maintain, and communicate pricing policy, discount guidance, deal playbooks, and standard commercial terms.
Train and enable regional sales teams on deal desk processes, CPQ usage, and deal structuring.
Run periodic pricing reviews with finance and product, providing field evidence for pricing decisions.
Build a consistent global standard for commercial customer experience.
Instrument deal desk activity to make its contribution visible (cycle time, approval volumes, exception rates, discount performance).
Provide pricing, margin, and win/loss analysis to commercial leadership.
Support forecasting cadence with pipeline hygiene, deal-stage discipline, and close-plan review.
Report on leakage and policy adherence, driving corrective action.

Requirements

Degree in business, commerce, finance, economics, or a related discipline (or equivalent experience).
Excellent written and verbal communication skills.
Excellent time management, with the ability to work quickly and accurately under deadline pressure.
Strong attention to detail and comfort with ambiguity.
Effective presentation crafting and delivery skills.
5+ years in deal desk, revenue operations, sales operations, commercial finance, or pricing, ideally in a hardware, deep-tech, or enterprise technology environment.
Demonstrated record of structuring and closing complex, high-value, non-standard commercial deals.
Strong commercial and financial acumen, including pricing, margin analysis, deal modeling, and understanding of revenue recognition principles.
Hands-on fluency with CRM (Salesforce, and MSFT Dynamics ideal), including configuration of price books, discount rules, and approval workflows.
Advanced spreadsheet modeling skills, with the ability to build clear scenarios for non-financial audiences.
Working familiarity with contracting fundamentals and standard commercial terms.
Proven ability to influence senior sales, finance, and legal stakeholders without direct authority.
Ability to hold a position under quarter-end pressure.
Experience selling into defense, aerospace, or government programs, including tenders and programs of record (Nice to have).
Familiarity with export controls (ITAR/EAR), end-use restrictions, and national caveat requirements (Nice to have).
Experience supporting a multi-region, matrixed commercial organization (Nice to have).
SQL or BI tooling (Tableau, Power BI, Looker) for commercial reporting (Nice to have).

Skills

Deal structuring
Pricing
Commercial advisory
Deal economics modeling
Quote and proposal building
Pricing policy advising
Bid and tender support
Quote-to-cash process improvement
CRM configuration (Salesforce, MSFT Dynamics)
Order management
Process redesign
Automation
Discount and approval matrix management
Audit trail maintenance
Revenue recognition
Contract terms
Trade compliance
Export controls
Pricing policy maintenance
Deal playbooks
Commercial terms
Sales enablement
CPQ usage
List price and packaging decisions
Reporting
Forecasting partnership
Pipeline hygiene
Deal-stage discipline
Leakage reporting
Policy adherence
Written communication
Verbal communication
Time management
Attention to detail
Presentation skills
Financial acumen
Spreadsheet modeling
Contracting fundamentals
Stakeholder influence
SQL
BI tooling (Tableau, Power BI, Looker)

Location

APAC
Americas
EMEA

Work Type

Full-time

Experience Level

5+ years

Education Level

Degree in business, commerce, finance, economics or a related discipline (or equivalent depth demonstrated in the field)

About the Company

The Deal Desk exists to make complex commercial deals move quickly without moving outside the guardrails.
The role sits within the Go to Market organisation, alongside marketing, forward deployed engineering and channel sales.