Manager/Lead, Deal Desk

United States·Viennafull-timelead

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Overview

Manager / Lead, Deal Desk About the role As our first Deal Desk hire, you will build and run the function from the ground up.

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About the Role

~1 min read

As our first Deal Desk hire, you will build and run the function from the ground up.

You will report into the Revenue Operations function and partner with Sales, Finance and Legal to structure complex deals, accelerate approvals, improve pricing discipline and make it easier for customers to buy from Antithesis.

This is a high-trust, highly autonomous role. We are looking for someone who can manage competing priorities, operate with incomplete information and drive issues to resolution without waiting for direction.

A core responsibility is protecting the long-term economics of the business. You will help us close strong deals without creating pricing precedent or commercial terms that unnecessarily erode future contract value or margin.

Responsibilities

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Own Deal Desk day to day, including deal structuring, reviews, approvals and escalations.
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Partner with Account Executives on usage commitments, ramps, multi-year terms, payment terms, renewals, expansions and co-term structures.
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Model ACV, TCV, discounting, usage economics and margin and recommend commercially sound structures.
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Protect long-term contract value and margin by evaluating the downstream impact of pricing, discounts and non-standard terms.
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Identify pricing inconsistencies, approval bottlenecks, process gaps and recurring deal friction.
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Leverage AI to be a force multiplier - find efficiencies and strategic gains in the process.
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Own and optimize DealHub workflows, approvals, quote templates and CRM integration.
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Build and enforce pricing guides, playbooks and guardrails that enable reps to self-serve standard deals.
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Track deal cycle time, approval turnaround, discounting, exceptions and SLA performance and use those insights to improve the process.

Learn our product, pricing and sales motion.
Map the quote-to-cash process and identify major friction points.
Begin independently supporting live deals.

Become the primary Deal Desk partner for non-standard deals.
Establish a clear intake process, approval matrix and SLA framework.
Publish pricing and deal-structure guidance.
Improve DealHub workflows and simplify the sales process.

Reduce deal cycle time and approval turnaround.
Improve pricing discipline and deal quality.
Increase rep self-service on standard deals.
Build a scalable Deal Desk operating model.

5+ years in Deal Desk, Revenue Operations, Sales Operations, FP&A or a similar role in B2B SaaS or enterprise software.
Experience structuring complex enterprise deals, including usage-based pricing, multi-year agreements, co-term renewals and non-standard commercial terms.
Experience with DealHub or another CPQ platform, including approvals, quoting workflows and process optimization.
Experience with Ironclad or other CLM tools
Strong financial modeling skills and working knowledge of SaaS metrics and ASC 606.
Familiarity with enterprise contracting, including payment terms, renewals, co-terming and commercial exceptions.

What We Offer

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Antithesis is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability.