Cresta unlocks the true potential of the customer experience, turning every conversation into a competitive advantage. Cresta’s unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive conversation intelligence to drive revenue and efficiency gains across every channel. The world’s leading companies, including United Airlines, Cox Communications, and Marriott, use Cresta to power world-class customer experiences every day.
Born from the Stanford AI Lab, Cresta has raised more than $270 million from the world’s leading investors, including a16z, Greylock, and Sequoia. Cresta’s leadership includes some of the leading minds in AI today. Our CEO, Ping Wu, founded and led Google's Contact Center AI and Vertex AI platforms before joining Cresta to build the future of AI-driven customer experiences.
Over the next few years, AI is going to redefine how people all over the world interact with businesses every day. Come build that future at Cresta.
Cresta is seeking a Deal Strategy & Operations Manager to serve as an individual contributor and strategic partner on our Commercial Strategy & Operations team. This role owns the strategy and execution of Cresta’s complex, non-standard deals, acting as the quarterback from pricing to close.
Reporting to Raghu Somashekar, this role works closely with Sales leadership, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue while protecting Cresta’s long-term business interests.
This role is based in India, working standard IST business hours (8:30 AM to 6:30 PM), with one late-day meeting or team call per week to stay connected with the broader Commercial Strategy & Operations team.
This is an individual contributor role (no direct people management).
What You’ll DoDeal Strategy & Execution- Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions
- Build creative deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience
- Own approval workflows and act as escalation owner from first quote through final signature
- Translate deal data, discount trends, and outcomes into actionable insights
- Lead win/loss and deal retrospectives to institutionalize learnings and refine deal strategy
- Ensure deal structures align with revenue recognition principles and company financial goals
- Drive end-to-end improvements across the quote-to-cash lifecycle
- Define business requirements and partner with systems teams on CPQ, CLM, and Salesforce enhancements
- Lead UAT and rollout of new deal processes and tooling
- Represent Deal Strategy & Operations as a key stakeholder on high-priority cross-functional initiatives
- Standardize and document workflows to enable speed and scale
- Provide ongoing training to Sales on pricing, deal construction, and quoting with a strong focus on the why behind the strategy
- Contribute to and maintain a self-service Deal Strategy Playbook
- 5+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Ops, or Sales Operations
- Proven ownership of complex enterprise SaaS deals from quote to cash
- Hands-on experience administering or optimizing CPQ tools
- Strong Salesforce fluency across quoting, approvals, and deal reporting
- Solid understanding of enterprise SaaS contracting concepts (order forms, MSA, DPA, SOW)
- Exceptional communication skills with high emotional intelligence; able to influence without authority
- Comfortable navigating ambiguity and making judgment calls in fast-paced environments
- Based in India, working standard IST business hours (8:30 AM to 6:30 PM) with availability for one late-day team call per week
- Salesforce Admin experience or certification
- Legal, contract management, or pricing strategy background
- Prior sales or customer-facing experience
- Unicorn with backing from Andreessen Horowitz, Sequoia Capital, and Greylock
- Strong enterprise traction with 20%+ of customers over $1M ARR
- 2x+ year-over-year growth and record-breaking quarters
- Opportunity to operate at the center of commercial strategy and enterprise execution
- Competitive compensation, equity, and comprehensive benefits
Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family.
Our use of AI in recruiting: We may use AI tools in our recruiting process, which require human review and oversight. If you have questions about our use of AI or wish to opt out, please contact [email protected] (if you are opting out, please use the subject ‘Opt-Out’ in your email).
Recording & AI transcription: We do not authorize candidates to record or use AI transcription of any interview by phone, notetaker app, AI glasses, or other device. Candidates may request an exception or accommodation for review during the interview process as needed.
Recruiting impersonation scams: We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Cresta recruiting email communications will always come from the @cresta.ai domain. Any outreach claiming to be from Cresta via other sources should be ignored.
Skills Required
- 5+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Operations, or Sales Operations
- Experience owning complex enterprise SaaS deals from quote to cash
- Hands-on experience administering or optimizing CPQ tools
- Strong Salesforce experience with quoting, approvals, and deal reporting
- Understanding of enterprise SaaS contracting concepts, including order forms, MSA, DPA, and SOW
- Exceptional communication skills and emotional intelligence, with the ability to influence without authority
- Ability to navigate ambiguity and make judgment calls in fast-paced environments
- Based in India and available during standard IST business hours, including one late-day team call per week
- Salesforce Administrator experience or certification
- Legal, contract management, or pricing strategy background
- Prior sales or customer-facing experience
What We Do
Cresta is for sales and customer service teams who need to close the performance gap between their top performers and the rest. Our real-time expertise AI helps contact center agents unlock their full potential by uncovering expert behaviors from every customer conversation and amplifies them with real-time assistance and coaching. By nudging best practices around objection responses, expectation setting, troubleshooting, and more: Cresta supercharges agents to focus on what really matters; their customer interactions. Cresta brings together industry-leading AI experts, proven leadership, and top-tier investors including Sequoia, Andreessen Horowitz, Greylock Partners, Andy Bechtolsheim, Mark Leslie and Vivi Nevo.
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