Senior Desk Analyst

*This is a remote position that must be based in the United States in the Pacific time zone.*

As a Senior Deal Desk Analyst, you'll be a strategic partner to our Sales organization, supporting complex enterprise and strategic transactions from quote to close. You'll collaborate closely with Revenue Operations, Finance, Legal, and Sales Leadership to structure deals, navigate commercial challenges, and ensure opportunities move efficiently while maintaining compliance with company policies. You'll also flag discrepancies and areas for improvement, recommend system updates, and own specific projects as assigned.

You will work with minimal direction, structuring complex deals, guiding Sales, CSMS, and RMs through the approval process, and partnering directly with leadership on strategic and high-value opportunities. Our ideal candidate is highly detail oriented, numerically literate, and very comfortable with spreadsheets. They are organized and diligent, and an excellent communicator — both verbally and in writing — as you'll be working with a wide array of teams and levels of seniority. Finally, this is a start- up, so ideally you're excited by the prospect of building something from the ground up alongside others who are equally energized by the opportunity.

• Process deals. Create and manage quotes, order forms, and amendments in CPQ accurately and within SLA, including more complex and non-standard deals.

• Route approvals. Drive deals through the approval matrix, tracking status and looping in the right approvers to keep cycle times low.

• Advise the field. Be a trusted point of contact for pricing, packaging, and process questions; hop on calls, and provide the Sales team with recommendations on deal structure and guidance on best practices.

• Think strategically. Work through the right outcome for each deal, balancing speed with sound commercial and process judgment.

• Protect data quality. Maintain deal hygiene and accurate opportunity and quote data in Salesforce.

• Support the close. Help manage order processing and prioritize effectively during periods of high volume, with schedule flexibility at month and quarter end.

• Escalate well. Manage deals independently, while recognizing genuinely complex or ambiguous situations early and looping in leadership when needed.

• Recommend improvements. Identify discrepancies and areas for improvement, and recommend system and process updates.

• Own projects. Take ownership of specific deal desk projects as assigned.

• Partner cross-functionally. Partner with Legal, Finance, and Sales to facilitate, process, and execute standard and non-standard deals.

• Support tooling. Help support and improve our CPQ tool, DealHub, and the associated workflows.

• Review deal structures, pricing, discounting, and commercial terms to ensure alignment with company policies and business objectives.

• Advise Account Executives on creative deal structures that balance customer needs with company goals.

• Partner closely with Revenue Operations, Finance, Legal, and Sales Leadership to resolve commercial issues and drive deals to completion.

• Own and manage commercial approval workflows while ensuring timely turnaround during active sales cycles.

• Identify risks within proposed deal structures and recommend appropriate solutions.

• Analyze deal trends, pricing behavior, and approval metrics to identify opportunities for operational improvements.

• Help design, document, and implement scalable commercial policies and approval frameworks.

• Mentor junior Deal Desk team members and serve as a subject matter expert on commercial processes

• Support strategic initiatives, systems enhancements, and automation projects across the quote to cash lifecycle.

• 5+ years in deal desk, deal strategy, or pricing within B2B SaaS.
• Hands on experience structuring complex, non-standard deals; experience with consumption / usage based deal structures is a strong plus.
• CPQ experience (Salesforce CPQ / Revenue Cloud, DealHub, or similar) and strong quote to cash fluency.
• Strong commercial and financial acumen and the ability to reason about margin, revenue recognition, and risk.
• Strong stakeholder service mindset and clear, well structured communication, with the ability to advise and influence across functions and levels of seniority.
• Experience partnering cross functionally with Sales, Finance, Legal, and Executive Leadership.
• Detail oriented, organized, and responsive; comfortable with high transaction volume and period end pressure.
• Sound judgment on when to decide independently and when to escalate.
• Not fazed by ambiguity or uncertainty, and comfortable working in a dynamic, hyper growth environment.
• Strong MS Excel/Google Sheets skills (required).
• Order management experience is a plus.

• Experience supporting global commercial organizations.
• Familiarity with usage based or consumption based SaaS pricing models.
• Experience with revenue recognition concepts and SaaS contracting.
• Experience implementing or optimizing quote to cash processes and commercial systems.
• Experience using automation tools to improve operational workflows.

Target Annual Compensation: Up to a $190,000 salary + 10% bonus + equity

Applicants for this opportunity must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

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