About the Role

We are seeking a highly experienced and commercially minded Senior Deal Desk Manager to build and lead our Deal Desk function. Reporting to the Director of Revenue Accounting & Operations, this highly visible, cross-functional role will focus on enabling the successful execution of complex, non-standard, and exception-based deals while establishing a scalable framework for commercial decision-making.

The Senior Deal Desk Manager will partner with Sales, Finance, Legal, and other stakeholders to provide expertise on deal structure, pricing, commercial terms, approvals, and operational considerations. The role will establish clear criteria, workflows, and escalation paths for when Deal Desk engagement is needed, while allowing standard deals to continue through the normal sales process.

This is a builder role responsible for defining the Deal Desk operating model, establishing policies and processes, and building a function that provides meaningful support on complex transactions without creating unnecessary friction in the sales process. The role operates within commercial policies (booking policy, discount and approval frameworks) that are jointly owned with Sales Operations and Finance, and the initial operating model artifacts will be ratified cross-functionally.

Key Responsibilities

Build & Lead the Deal Desk Function

• Build and scale the Deal Desk operating model, including engagement criteria, policies, approval frameworks, workflows, and service levels. Deliver the initial engagement criteria, approval matrix, and published service level commitments within the first 180 days for ratification by Sales, Finance, and Legal stakeholders.
• Define when Deal Desk involvement is required based on deal complexity, commercial exceptions, pricing, and risk.
• Create playbooks and guidelines that enable Sales and cross-functional teams to navigate complex transactions consistently.
• Continuously improve processes as the business, products, and commercial model evolve.

Complex Deal & Commercial Review

• Act as the commercial quarterback for complex, strategic, and non-standard transactions, coordinating Sales, Legal, Finance, Revenue, Customer Success, and Business Systems as needed.
• Review deal structure, pricing, discounts, products, billing requirements, and non-standard commercial terms against company guidelines , including the booking policy and discount approval frameworks maintained jointly by Sales Operations and Finance."
• Identify and resolve discrepancies across quotes, contracts, POs, Salesforce, and billing requirements.
• Manage commercial exceptions and coordinate appropriate approvals and escalations through the cross-functional approval matrix. Exceptions above defined thresholds are approved by the designated Sales, Finance, and Legal approvers; the Deal Desk facilitates and records these decisions rather than serving as the approver of record.
• Partner with Legal on non-standard agreements and serve as a key business partner to Sales when standard processes do not meet customer requirements.
• Partner with Sales Operations on the compensation and quota-crediting treatment of non-standard deal structures, so that exception approvals account for commission implications before terms are finalized.

Revenue & Data Integrity

• Partner with Revenue, Finance, and Customer Success to ensure accurate ARR, deal economics, and commercial data across new business, renewals, expansions, contractions, and amendments. While Customer Success will own standard renewals, Deal Desk will help coordinate non-standard renewals and contractions as needed.
• Partner with Sales Operations and Business Systems to establish controls and standards ensuring approved commercial terms are accurately reflected in Salesforce, consistent with the Salesforce data and field governance owned by Sales Operations, in support of forecasting, billing, and revenue processes.

Salesforce & RevCloud

• Own the Deal Desk and exception workflows within RevCloud (approval routing, exception intake, quote review queues) as part of the platform's shared governance model, partnering with the Revenue Cloud business owner and Business Systems to implement and optimize quoting, approvals, workflows, and automation.
• Define business requirements and controls for Deal Desk functionality within Salesforce and RevCloud enhancements, in partnership with Sales Operations and Business Systems.
• Lead process improvement and automation recommendations that increase efficiency, data quality, and visibility across the quote-to-cash process.

Procurement & Escalations

• Support Sales in navigating complex customer procurement requirements, documentation, and PO issues.
• Serve as an escalation point for complex commercial or execution issues that require cross-functional resolution.

Qualifications

• 10+ years of experience in Deal Desk, Sales Operations, Revenue Operations, Commercial Operations, Finance, or a related function, including 3+ years in Deal Desk within B2B SaaS.
• Demonstrated experience managing complex SaaS transactions involving pricing, contracts, renewals, amendments, and non-standard commercial arrangements.
• Experience building or significantly scaling a Deal Desk or similar commercial function.
• Strong understanding of SaaS quote-to-cash, pricing, discounting, ARR, renewals, and commercial structures.
• Strong Salesforce experience; RevCloud or similar CPQ/deal management experience strongly preferred.
• Proven ability to build structure and scalable processes in an evolving environment.
• Strong project management skills and experience leading cross-functional systems or process implementations.
• Ability to influence stakeholders and drive accountability without direct authority.
• Excellent communication, problem-solving, and business judgment, with strong attention to detail.
• Comfortable operating strategically while diving into the details of complex transactions when needed.
• Experience structuring government contracts or deals with K-12 entities is preferred

• You join the gold standard in school safety software. 
• You will join a company where innovation and customer collaboration are part of what drives new product development to help keep kids safe. 
• You will work with diverse teams made up of some of the best minds in the industry.
• You will get exposure to strong mentorship and leadership that have supported a long history of career advancement opportunities for our employees. 
• You will have access to a robust benefits package that includes: 
• Remote-first philosophy 
• Flexible paid time off 
• Paid parental leave 
• 11 Paid holidays per year 
• Workplace flexibility 
• Affordable health coverage (medical, dental, vision), paid 100% for employee only medical 
• 401(k) employer contribution to help you plan for the future 
• Company paid life insurance, STD, and LTD 
• Pet insurance