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The Deal Desk Manager will report to the Deal Desk Director and manage a team of Senior Analysts supporting Cornerstone's Global Sales organization. This role serves as a primary point of contact for the global Sales team, providing guidance on quote generation, deal structuring, pricing, policy adherence, and compliance.
Key Responsibilities:
- Manage the Deal Desk day-to-day function and assist the Sales organization with deal structuring, quoting, and pricing
- Manage a team of talented individuals dedicated to improving the experience for internal Sales, Finance, and Legal teams
- Foster relationships with direct reports, sales leaders, and their respective teams
- Develop a feedback loop with Sales and provide ongoing recommendations for policy and process improvement
- Review Sales-proposed quotes, provide feedback and coaching to both Sales and analysts, and approve or reject/escalate quotes based on policy and business judgment
- Participate in deal review and strategy discussions with sales teams and internal stakeholders, providing guidance on policy interpretation, deal structuring options, pricing considerations, and approval requirements
- Manage ServiceNow incoming ticket queues and provide analysis on ticket trends
- Identify deal trends and categorize historical contracting and deal structuring trends by sales segment or industry vertical
- Maintain deep knowledge of product offerings, roadmap updates, and release changes to support deal structuring and pricing decisions
- Manage Deal Desk approval queue, ensuring timely review of deals
- Challenge legacy policies and procedures that complicate the Order to Cash process
- Work with the Director to continuously improve team engagement
- Contribute to business scalability through process improvement, policy standardization, operational excellence, and cross-functional collaboration
The ideal candidate thrives in a fast-paced environment, acts with urgency, and effectively manages competing priorities and tight deadlines.
Requirements:
- Bachelor's degree or equivalent experience
- 3–5 years of experience in a Deal Desk, Revenue Operations, Sales Operations, or similar commercial support function
- Previous people management experience, including coaching, developing, and leading high-performing teams
- Demonstrated ability to work with urgency, manage competing priorities, and meet tight deadlines in a fast-paced environment
- Strong leadership and communication skills; proficiency in English required
- Proficiency with Salesforce Quoting, CPQ, Apptus CPQ, and DocuSign CLM tools; ability to troubleshoot issues and review resources before seeking assistance
- Intermediate to advanced MS Excel skills (VLOOKUP, Pivot Charts required)
- Strong PowerPoint and presentation skills
- Selfless team player mentality
- Flexibility and adaptability in a changing environment
- Strong aptitude to learn new things easily
- Highly organized with ability to multitask and handle multiple deadlines simultaneously
- Precise attention to detail
- Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment
- Consideration for privacy and security obligations
