Deal Desk Manager

📋 Description

• • Manage complex, nonstandard SaaS deals involving multiple cross-functional teams including Sales, Legal, Finance, and Product Marketing to ensure alignment with business policies and customer needs.
• • Provide strategic guidance to Account Executives and Sales Leadership on deal structuring to maximize ARR, increase average selling price, and reduce sales cycle times while meeting customer requirements.
• • Own day-to-day quote management and pricing approvals, ensuring strict compliance with published sales and business approval policies.
• • Partner with Finance and Legal teams to draft and negotiate contractual language that adheres to revenue recognition standards and operational policies.
• • Ensure accurate and complete opportunity tracking in Salesforce, including correct stage, probability, booking amount, and other required fields.
• • Drive consistency and efficiency across the quote-to-cash process by optimizing, streamlining, and aligning workflows between Sales, Finance, and Systems teams.
• • Serve as the primary operational point of contact for the Sales team on all deal-related components, acting as an escalation point for exceptions and complex negotiations.
• • Monitor deal progress throughout the sales cycle and actively support Sales in closing bookings by removing operational roadblocks.
• • Collaborate with GTM Systems teams to facilitate process improvements, sales enablement initiatives, and system enhancements related to Quote-to-Cash.
• • Develop and implement metrics and standardized processes to improve business visibility, transparency, and consistency of deal practices across teams.
• • Support special projects related to revenue operations, including documentation development, policy creation, testing, and system configuration.
• • Maintain high standards of organization, attention to detail, and deadline adherence while managing multiple high-stakes deals simultaneously.
• • Work independently and multitask effectively in a fast-paced, remote environment with cross-functional teams across EST/CST time zones.
• • Demonstrate strong oral and written communication skills to synthesize complex information and communicate clearly across departments.
• • Exhibit innate curiosity, ask thoughtful questions, and proactively identify opportunities to improve deal processes and outcomes.
• • Foster a positive, energetic, and ambitious work ethic aligned with Optro’s values of customer obsession, gritty resilience, innovation, and winning together.
• • Maintain deep understanding of ARR (Annual Recurring Revenue) and TCV (Total Contract Value) metrics and their impact on deal structuring and revenue forecasting.
• • Leverage Salesforce CPQ experience to manage pricing, quoting, and approval workflows efficiently.
• • Contribute to a culture of excellence by upholding Optro’s company values and supporting team-wide initiatives including employee resource groups and company get-togethers.