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Salary: USD 155,000 - 170,000 / annual
Yoodli is an AI-powered experiential learning platform that uses AI roleplays to help organizations and individuals practice communication skills. The company has raised $60M (including a $40M Series B led by WestBridge Capital) and counts Google Cloud, Snowflake, Databricks, RingCentral, SAP, and others as customers, with learners in over 150 countries.
As Deal Desk Lead, you will be the operational center of gravity for Yoodli's customer deal flow. This role goes beyond traditional sales operations—you will own the end-to-end process with authority to enforce rules and make judgment calls on exceptions.
Key responsibilities include:
• Own the Quote-to-Cash Lifecycle: Partner with Revenue Operations to architect and oversee the complete deal workflow from quote generation through invoicing, ensuring consistency and efficiency across all customer engagements.
• Drive Pricing Governance: Develop and manage a sales approval matrix and pricing approval process that balances sales velocity with revenue integrity.
• Provide Commercial Guidance: Act as strategic partner to Sales, advising on non-standard terms, multi-year contracts, renewal mechanics, and contractual provisions while calling out downstream implications.
• Optimize Legal & Contract Handoffs: Train sales reps on standard legal processes, streamline contract review workflows, manage contract documentation, and prevent bottlenecks that stall deal closure.
• Ensure Data Integrity & CRM Hygiene: Champion high-quality data standards within the CRM, partnering with Revenue Operations to ensure accurate data capture and validation for forecasting, revenue recognition, and renewal management.
• Standardize Policies & Drive Velocity: Develop clear deal policies that turn ad-hoc processes into scalable revenue operations. Analyze cycle times to eliminate friction and provide playbooks to accelerate deal velocity.
• Own Order Fulfillment: Ensure all contracts pass approval before signatures and own license fulfillment, verifying features and duration are correct.
• Deliver Business Intelligence: Serve as the source of truth for deal desk metrics, analyzing discounting trends, customer profitability, and operational KPIs to drive smarter pricing decisions.
• Drive Continuous Improvement: Systematically log operational errors, analyze patterns, and evolve policies and playbooks to ensure long-term scalability.
You bring 5-7 years of deal desk experience (preferably in SaaS or startup environments), understanding of core GAAP principles and accounting processes, expertise with CRM and CPQ tools (HubSpot experience is a plus), and strong organizational skills with meticulous attention to detail. You communicate clearly, work comfortably across functions, and thrive in fast-paced, evolving environments.
