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Exa is hiring a Deal Desk Manager to build their deal desk function from the ground up. This is a greenfield opportunity to establish standardized commercial deal structures, approval frameworks, and bookings discipline that currently exist ad-hoc across sales, RevOps, Finance, and leadership.
You will own deal structuring and pricing guidance, serving as the first call for account executives on non-standard deals. This includes architecting consumption-based commercial models (committed spend tiers, rate cards, overages, true-ups, multi-year structures) and building data-driven discount guidance that empowers sellers while maintaining margin discipline.
You'll design and operate the approval matrix and delegation of authority, determining what AEs can approve independently versus what requires sales leadership, finance, or founder escalation. You own the quote-to-cash process end-to-end: CPQ configuration, order form generation, legal partnership on redlines, and handoff into billing to ensure what is signed matches what is invoiced.
Bookings discipline is core to the role. You'll own application of Exa's bookings policy, serve as the control point for opportunity data quality at close, and maintain audit trails on all exceptions granted. You'll sit in deal reviews and forecast calls as a commercial partner, catching structural risk early and offering remediation options.
You'll also enable the field through education on pricing, packaging, and approval mechanics so routine deals move without desk involvement. You'll publish scorecards on turnaround time, exception rates, and discount trends, and build automation into the desk from day one—templated structures, self-service quote paths, approval routing in Salesforce, and AI-assisted contract review.
Exa is a $2.2B Series C company (a16z-led, $250M raise) building infrastructure for how AI accesses information. The market barely existed two years ago and is now mission-critical. You'll work in a fast-moving, small-team environment where process doesn't exist yet and you define it.
