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As a Deal Desk Manager within the Revenue Strategy & Operations (RevOps) team at ZoomInfo, you will play a pivotal role in managing complex sales transactions and driving operational excellence. Reporting directly to the Head of Revenue Strategy & Operations, you will be integral in building out this new function at ZoomInfo.
What You’ll Do:
- Deal Structuring and Strategy:
- Advise sales teams on pricing and deal structuring to maximize revenue and achieve business goals.
- Evaluate and approve discounts and non-standard terms.
- Collaborate with Sales Leadership to strategize and position complex deals.
- Process Optimization:
- Develop and refine deal review processes for efficiency.
- Streamline workflows between sales, finance, accounting, product, and legal teams.
- Implement improvements to accelerate deal execution.
- Creation of Enterprise Licensing Agreements (ELAs):
- Develop and negotiate Enterprise Licensing Agreements (ELAs) tailored to the specific needs of large-scale clients.
- Work closely with legal and finance teams to draft, review, and finalize ELA terms and conditions.
- Ensure ELAs align with company pricing strategies, operational functions, compliance requirements, and revenue goals.
- Compliance and Risk Management:
- Ensure all deals comply with company policies.
- Identify and mitigate risks associated with complex deals.
- Cross-Functional Collaboration:
- Serve as a liaison between internal stakeholders for smooth deal closure.
- Partner with Finance and Legal teams to address revenue recognition and commercial contracting concerns.
- Reporting and Analysis:
- Generate and analyze reports on deal metrics and trends.
- Provide actionable insights to leadership on deal performance and areas for improvement.
- Training and Support:
- Educate the sales team on deal desk processes, pricing strategies, and negotiation techniques.
- Provide ongoing training to ensure compliance with deal processes.
- Continuous Improvement:
- Regularly review and refine deal desk strategies to align with evolving business needs.
- Ensure accuracy and compliance in order forms and approvals, including discounts and contractual terms.
- Data Management:
- Safeguard and manage data quality in Salesforce (SFDC) for all quotes and deals.
- Ensure transactions adhere to internal revenue recognition policies and guidelines.
What You Bring:
- Bachelor’s Degree in Finance, Accounting, Business, or a related field.
- 7+ years of experience in deal desk or sales operations within a SaaS company.
- Strong understanding of sales processes, pricing strategies, and contract negotiations.
- Proven ability to handle complex, cross-functional pricing and proposal execution.
- Excellent problem-solving skills, with the ability to analyze data and communicate insights to senior leadership.
- Ability to navigate ambiguity and proactively address system gaps and process inefficiencies.
- Advanced proficiency in Excel/Google Sheets and Salesforce.com.
- In-depth knowledge of Order Management processes, Quote-to-Bill systems, and Salesforce CPQ.
- Experience with setting up standard and non-standard quoting scenarios, including Co-terming, Cancel & Replace, Rebilling, True-Ups, and Ramped Deals.
- Ability to leverage data analytics to identify trends, propose improvements, and implement solutions.
- Experience with crafting Enterprise License Agreements autonomously.
Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process. We want our employees and their families to thrive.
In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.
The US base salary range for this position is $115,000 - $135,000 plus annual bonus, plus equity.
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About us:
ZoomInfo (NASDAQ: ZI) is the trusted go-to-market platform for businesses to find, acquire, and grow their customers. It delivers accurate, real-time data, insights, and technology to more than 35,000 companies worldwide. Businesses use ZoomInfo to increase efficiency, consolidate technology stacks, and align their sales and marketing teams — all in one platform.
ZoomInfo may use a software-based assessment as part of the recruitment process. More information about this tool, including the results of the most recent bias audit, is available here.
ZoomInfo is proud to be an Equal Opportunity Employer. We are committed to equal employment opportunities for applicants and employees regardless of sex, race, age, color, national origin, sexual orientation, gender identity, marital status, disability status, religion, protected military or veteran status, medical condition, or any other characteristic or status protected by applicable law. At ZoomInfo, we also consider qualified candidates with criminal histories, consistent with legal requirements.
Top Skills
What We Do
Our platform empowers business-to-business sales, marketing, and recruiting professionals to hit their number by pairing best-in-class technology with unrivaled data coverage, accuracy, and depth of contacts. The company’s large and diversified customer base consists of over 20,000 customers from global enterprises, mid-market companies, and small businesses. On June 4, 2020, ZoomInfo became a publicly traded company, listing on Nasdaq as one of the largest technology initial public offerings of the past decade. Headquartered in Vancouver, Washington, ZoomInfo employs over 1,300 employees and has offices across the U.S. and in Israel. The company has been named a top place to work by Fortune, The Boston Globe, Inc., and numerous regional publications, and it has been recognized as one of the best software products by G2, a leading reviews publication for B2B solutions.
