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Salary: USD 115,000 - 160,000 / annual
Expel is seeking a Senior Deal Desk Manager to lead the intersection of Sales, Legal, and Finance—structuring complex deals, managing approvals, and ensuring defensible revenue recognition. You'll own the quoting, approval, and contracting process end-to-end, serving as the trusted advisor across three functions with competing incentives.
With Sales: Be the go-to expert on pricing, discount structures, and non-standard terms. Coach reps and managers on deal structuring early to surface complexity before quarter-end. Run approvals end-to-end, building deal packages and driving them through the approval chain.
With Legal: Act as the business-side counterpart in contract negotiations, translating commercial intent into legal terms and legal risk into actionable trade-offs. Maintain a playbook library for commonly negotiated terms to avoid unnecessary escalations.
With Finance: Ensure every closed deal holds up on revenue recognition, ARR classification, billing terms, and margin thresholds. Support quarterly close and audit with clean records and defensible approval trails. Provide forward visibility into late-stage pipeline, discount trends, and deal structures.
Across the board: Own and improve the lead-to-cash process stages. Collaborate with Revenue Operations and Business Systems on Salesforce and CPQ configuration, approval workflows, and reporting. Use data to identify what's working and what needs improvement.
You bring 5–8 years of experience, including 3+ years in Deal Desk, sales operations, or revenue operations at a technology company (SaaS preferred). You have hands-on expertise with Salesforce and Salesforce CPQ, strong Excel/Google Sheets skills, and deep knowledge of SaaS revenue fundamentals. You excel at conflict management, building consensus across stakeholders with competing incentives, and knowing when to solve, escalate, or say no while maintaining trust. Cybersecurity experience is a plus but not required.
Expel values transparency, employee ownership, and a culture where people love their work. You'll have real ownership of a broken process and the room to fix it, a seat at the table with Sales, Legal, and Finance leadership, and front-row access to how a growing cybersecurity company actually sells.
