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Samsara (NYSE: IOT) is the pioneer of the Connected Operations Cloud, a platform enabling organizations to harness Internet of Things data to improve safety, efficiency, and sustainability across physical operations including agriculture, construction, field services, transportation, and manufacturing.
As Deal Desk Analyst supporting EMEA Mid-Market, you will drive commercial outcomes by applying deal economics and policy judgment to help Sales structure winning terms while protecting Samsara's revenue. You'll be the go-to person Sales calls when a deal needs a fast, well-reasoned answer.
Key responsibilities:
- Own deal economics for the EMEA Mid-Market portfolio and determine approval authority vs. escalation needs
- Sign off on non-standard terms within your financial parameters independently
- Manage the deal desk end-to-end: hold Sales to policy on discounts and payment terms, shape SLAs and triage rules, leverage AI tools for efficiency
- Partner with Sales to solve non-standard requests while maintaining partnership mindset
- Protect quarter-end metrics by anchoring deals on annual terms and applying escalation framework consistently
- Own final approval for your segment and coach Sales on thresholds
- Partner with Legal, Sales, and Customers when Deal Desk's voice is needed in the room
- Collaborate with Sales Enablement to keep Sales current on policies through 1:1s, group sessions, and onboarding
- Champion and embed Samsara's cultural principles as the company scales globally
You'll work closely with Sales, Legal, and Finance leadership across the region in a high-volume, fast-paced environment where you'll bring clarity to high-stakes conversations, tell sellers no while keeping them on your side, and be ready to jump on live customer calls.
REQUIREMENTS:
- Experience in a comparable role within Deal Desk, Finance, Sales Ops, or Revenue Operations
- Demonstrated ability to evaluate deal economics against company policy
- Advanced proficiency in Excel/Google Sheets (formulas, modelling) and experience with CRM systems (Salesforce) and quoting tools
- Proven experience owning a large, high-volume book independently with minimal oversight and knowing when to escalate
- Experience operating in a high-volume queue with frequent, direct pushback from Sales while maintaining partnership mindset
- Proficiency with AI tools (internal deal-desk AI assistants, CRM copilots) for research, drafting, and deal reviews
- Strong communication skills, resilience, and problem-solving mindset; comfortable being the voice of finance on live Sales or customer calls and steady under high-volume pushback
- Based in the United Kingdom with ability to travel 1x/week to London office (1 Alie St, London E1 8DE); relocation assistance not provided
IDEAL CANDIDATE ALSO HAS:
- Direct, first-hand experience defending a commercial position live with a customer or seller, not just reviewing tickets
- Experience in small, fast-paced, high-ownership environments as sole owner of a function end-to-end
- Self-motivated, intellectually curious, commercially minded approach
- Ability to build real partnerships across Sales, Legal, Sales Ops, Credit/Order Management
- Appetite for enablement; comfortable training and upskilling Sales teams on policy and deal structuring
- Comfort with financial modelling in spreadsheets/CPQ (cash-flow payback, gross margin, blended discount, payment-term impact) and ability to pick up new systems quickly
- Proactive identification and resolution of internal process or systems friction, partnering with Implementation teams
