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Salary: USD 134,000 - 202,000 / annual
Cloudflare is seeking a Deal Desk Manager to architect and lead an AI-driven deal desk function that transforms the sales process from manual workflows to an intelligent, automated engine. This role sits at the intersection of Finance and Sales, serving as a strategic partner to the global Sales organization while leveraging AI and automation to maximize deal velocity and long-term value.
You will orchestrate the structuring and execution of non-standard, high-value enterprise deals, providing high-judgment guidance that balances competitive differentiation with long-term business health. Acting as a "Sales Co-pilot," you'll utilize AI-driven data and insights to recommend optimal deal structures, pricing strategies, and margin optimization approaches. You will manage the enterprise deal approval ecosystem by tuning automated agents and models to ensure compliance and accuracy at scale.
Key responsibilities include:
- Leading the strategic architecture of complex enterprise deals with high-judgment decision-making
- Serving as a strategic partner to Sales leadership, performing pricing and deal-term analysis using AI insights
- Managing and tuning AI agents and automated models for deal approvals
- Driving iterative process improvements across Deal Desk, Legal, Finance, and Product teams
- Championing the integration of LLMs and generative AI tools to automate workflows and reduce deal cycle times
- Identifying bottlenecks and implementing AI-powered productivity solutions
Cloudflare runs one of the world's largest networks powering millions of websites and Internet properties, from individual bloggers to Fortune 500 companies. The company protects and accelerates Internet applications without requiring hardware installation or code changes. Cloudflare has been recognized for its innovative culture and commitment to building a better Internet.
REQUIREMENTS:
- 6-8+ years of Deal Desk, FP&A, Revenue Operations, or similar experience supporting large-scale enterprise sales motions; 3+ years of deal desk experience preferred
- Solid understanding of SaaS metrics, pricing models, and financial concepts (ARR, Gross Margin, churn, profitability)
- Experience with revenue recognition principles (ASC 606) highly desirable
- Experience drafting and interpreting commercial contracts with focus on revenue recognition and financial risk
- Proficiency in leveraging agentic workflows and prompt engineering to scale influence and automate tasks
- Ability to understand and audit automated pricing models for alignment with company goals
- Demonstrated ability to navigate complex cross-functional negotiations and make high-judgment decisions in fast-paced environments
- Relentless focus on iterative automation and ability to translate complex business policies into streamlined logic
- Exceptional written and oral communication skills
BONUS: Experience in software sales or sales operations; deep knowledge of Cloud/SaaS infrastructure and cybersecurity competitive landscape.
