Senior Deal Desk Analyst

About the Role 

We are looking for a Senior Deal Desk Analyst to own the day-to-day operation, governance and continuous improvement of our Deal Desk process.  

Sitting within Revenue Operations, this role will act as the operational centre of our commercial approval process, ensuring non-standard deals move efficiently through the appropriate Commercial, Finance and Legal approval routes while maintaining strong governance, visibility and auditability. 

The role will work closely with Sales, Finance, Legal and senior GTM leadership, coordinating executive review of our largest and most complex transactions, and being a consistent source of support for the wider GTM Organisation. 

What You'll Own 

Deal Desk Operations 

• Own the day-to-day operation of the Deal Desk process within Revenue Operations 

• Monitor the Deal Desk and CPQ approval queues, ensuring requests progress within agreed SLAs 

• Identify stalled, incorrectly routed or incomplete approval requests and coordinate resolution with the appropriate teams 

• Support Sales and Sales Managers in understanding approval requirements and navigating non-standard deal structures 

• Triage Deal Desk questions and determine the appropriate process or functional owner where additional support is required 

Complex & Strategic Deals 

• Coordinate the review of key, strategic deals that fall outside the scope of our pre-determined allowances 

• Ensure key senior stakeholders have the appropriate commercial, financial and contractual context required to assess exceptions 

• Where executive decisionmakers disagree, coordinate the appropriate live Deal Desk discussion and ensure a clear decision and next step is captured 

• Engage Security, Compliance or other specialist teams where additional review is required 

Governance & Controls 

• Ensure deals follow the agreed Deal Desk Charter, commercial policies and approval authority matrix 

• Maintain a complete and auditable record of approval requests, decisions and exceptions 

• Identify instances where deals have bypassed, incorrectly followed or exposed gaps in the agreed process 

• Partner with Sales, Finance and Legal to strengthen controls where recurring issues are identified 

• Ensure approval requirements remain clear, practical and scalable as the business evolves 

Reporting & Insights 

• Own Deal Desk operational reporting, ensuring that we are consistently identifying trends and surfacing recurring issues or commercial patterns to Revenue Operations and GTM leadership 

• Translate Deal Desk activity into actionable recommendations for pricing, packaging, contracting and commercial policy 

• Support leadership with analysis of deal quality and commercial behaviour 

Process & Systems Improvement 

• Partner with Revenue Operations to continuously improve CPQ approval rules, workflows and automation 

• Support testing and implementation of changes to CPQ and related Quote-to-Cash processes 

• Maintain Deal Desk documentation, guidance and enablement materials 

• Support rollout and adoption of changes to commercial policy and approval processes 

What We're Looking For 

• Experience in Deal Desk, Revenue Operations, Sales Operations, Commercial Operations or a related role within a B2B SaaS environment 

• Strong understanding of the Quote-to-Cash lifecycle and commercial approval processes 

• Experience working with Salesforce and CPQ tooling 

• Comfortable working with pricing, discounting, ARR, contract terms and commercial structures 

• Strong analytical skills and ability to identify patterns across deal and approval data 

• Excellent operational judgement and ability to distinguish between a process issue, commercial decision, financial issue and legal issue 

• Strong stakeholder management skills, including confidence working with senior Sales, Finance, Legal and executive stakeholders 

• Highly organised and able to coordinate complex, time-sensitive deals without becoming a bottleneck 

• Strong attention to detail and understanding of the importance of governance and auditability 

• Process-improvement mindset, with a preference for automation and scalable systems over manual intervention 

What Success Looks Like 

Success in this role means Deal Desk is fast, predictable and well governed without creating unnecessary friction for Sales. 

We would expect to see: 

• Standard Deal Desk approvals completed within the agreed SLA; 

• Deal Desk Exception reviews initiated and progressed within SLA; 

• Strong adherence to the agreed approval authority matrix; 

• Clear and complete audit trails for non-standard deals; 

• Fewer deals requiring post-close correction due to commercial structuring issues; 

• Improved visibility of discounting, concessions and commercial exceptions; 

• Fewer manual approval interventions as CPQ automation improves; and 

• Actionable insights from Deal Desk activity feeding back into commercial policy and process.