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Cloudflare is seeking a Deal Desk Manager for its APAC region, based in Singapore. This role is central to transforming Cloudflare's deal desk function from manual workflows into an AI-driven, automated engine that spans deal scoping through execution.
You will architect and lead the structuring and execution of non-standard, high-value enterprise deals, providing strategic guidance that balances competitive differentiation with long-term business health. You'll build creative financial models and custom discount strategies aligned with customer usage patterns and corporate revenue goals.
As a strategic partner to Sales leadership, you will utilize data-driven insights and workflows to maximize deal velocity, improve Long-Term Value (LTV), and ensure discovery reflects true customer needs. You'll perform analysis on pricing and deal terms, leveraging AI insights to recommend optimal deal structuring and margin optimization. You will drive consensus across internal stakeholders (Legal, Finance, Revenue Recognition, Compliance, and Product) to negotiate viable compromises on non-standard commercial, financial, and legal terms while safeguarding corporate margin thresholds and risk tolerance.
You will champion the integration of LLMs and generative AI tools to automate deal desk workflows, significantly reducing deal cycle times. This includes managing the enterprise deal approval ecosystem by tuning automated agents and models to ensure compliance and accuracy at scale. You'll identify bottlenecks and implement AI-powered productivity solutions.
You will partner with cross-functional teams to build, streamline, and automate deal desk processes, architecting autonomous approval workflows and focusing on reducing field friction through relentless automation. You'll serve as the single point of contact between Sales, Finance, Revenue Recognition, Legal, and Product Management on deal construction and escalation management.
**Requirements:**
- Minimum 8+ years of Deal Desk, FP&A, Revenue Operations, or similar experience with a proven track record supporting large-scale enterprise sales motions; 3+ years of direct deal desk experience (deal analysis, deal governance, and customer negotiation) preferred
- Solid understanding of SaaS metrics, pricing models, and financial concepts like ARR, Gross Margin, churn, and profitability. Experience with revenue recognition principles (e.g., ASC 606) is highly desirable. Experience selling software is a bonus
- Experience drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk. Ability to analyze and recommend the best course of action for complex pricing and licensing situations
- Proficiency in leveraging agentic workflows and prompt engineering to scale influence, extract insights from large datasets, and automate repetitive operational tasks and internal documentation. Ability to understand and audit automated pricing models to ensure alignment with long-term company goals. Relentless focus on iterative automation and translating complex business policies into streamlined, automated logic
- Demonstrated ability to navigate complex, internal cross-functional negotiations and make high-judgment decisions in fast-paced environments. Partner directly with Sales Management and Account Executives during external customer negotiations, equipping them with counter-proposal options or directly engaging in client commercial discussions to structure win-win enterprise agreements
- Exceptional written and oral communication skills, capable of explaining complex deal structures and financial data to both technical and executive stakeholders
