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Cresta is seeking a Deal Strategy & Operations Manager to serve as a senior individual contributor on the Commercial Strategy & Operations team. This role owns the strategy and execution of Cresta's most complex, non-standard enterprise deals, acting as the quarterback from quote to close.
Reporting to the Sr. Director of Commercial Strategy & Operations, you will work closely with Sales leadership, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue while protecting Cresta's long-term business interests. This is an individual contributor role with no direct people management.
Key responsibilities include:
Deal Strategy & Execution: Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions. Build creative deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience. Own approval workflows and act as escalation owner from first quote through final signature. Translate deal data, discount trends, and outcomes into actionable insights. Lead win/loss and deal retrospectives to institutionalize learnings and refine deal strategy. Ensure deal structures align with revenue recognition principles and company financial goals.
Process & Systems Modernization: Drive end-to-end improvements across the quote-to-cash lifecycle. Define business requirements and partner with systems teams on Subskribe, CLM, and Salesforce enhancements. Lead UAT and rollout of new deal processes and tooling. Represent Deal Strategy & Operations as a key stakeholder on high-priority cross-functional initiatives. Standardize and document workflows to enable speed and scale.
Enablement & Advisory: Provide ongoing training to Sales on pricing, deal construction, and quoting. Contribute to and maintain a self-service Deal Strategy Playbook.
Required qualifications: 5+ years of experience in Deal Desk, Deal Strategy, Commercial Operations, Revenue Operations, Legal Ops, or Sales Operations. Proven ownership of complex enterprise SaaS deals from quote to cash. Hands-on experience administering or optimizing CPQ tools (Subskribe preferred). Strong Salesforce fluency across quoting, approvals, and deal reporting. Solid understanding of enterprise SaaS contracting concepts (order forms, MSA, DPA, SOW). Exceptional communication skills with high emotional intelligence; able to influence without authority. Comfortable navigating ambiguity and making judgment calls in fast-paced environments.
Nice to haves: Salesforce Admin experience or certification, Legal or contract management background, prior sales or customer-facing experience.
About Cresta: Founded by Stanford AI Lab alumni and led by the former head of Google's Contact Center AI, Cresta unlocks the true potential of customer experience through a unified AI platform combining conversational AI agents, real-time human agent augmentation, and conversation intelligence. The company has raised $270M+ from top-tier investors including Andreessen Horowitz, Sequoia Capital, and Greylock. Cresta serves leading enterprises including United Airlines, Cox Communications, and Marriott, with 20%+ of customers generating over $1M ARR and 2x+ year-over-year growth.
