Deal Desk Manager

Overview

The Deal Desk Manager is responsible for ensuring that every commercial opportunity at Enhesa is structured, priced and approved in a way that is fast for our customers, compliant for the business and profitable over the long term. Acting as the commercial hub between Sales, Finance, Legal and Revenue Operations, the Deal Desk Manager guides account teams on all deals, owns the approval process, and maintains the pricing and discounting governance that protects margin. They will also use deal data to identify trends and help shape pricing and packaging strategy.

Responsibilities

• Deal structuring and support:
  • Partnering with Account Executives and Sales leadership to structure complex, multi-year, multi-product and non-standard deals.
  • Advising on pricing, discounting, payment terms, ramps and renewal strategy to maximise customer lifetime value.
  • Serving as the primary escalation point for commercial questions throughout the sales cycle.
• Pricing and approval governance:
  • Owning and enforcing the deal approval matrix, discount authority levels and commercial policies.
  • Reviewing quotes and order forms for accuracy, completeness and compliance with pricing and revenue recognition guidelines before signature.
  • Maintaining the price book and ensuring pricing changes are reflected accurately in Pricing and CRM systems.
• Process ownership:
  • Managing the sales workflow, from quote creation through contract execution and handoff to Finance and Customer Success.
  • Administering and optimising pricing, contract management and e-signature tools
  • Ensuring booked deals are accurately captured in CRM to support forecasting, commissions and reporting.
  • Interact with Legal to ensure proposals and templates are consistent with standards and requirements
• Cross-functional collaboration:
  • Working closely with Finance on revenue recognition, invoicing and bookings, and with Legal on contract terms and redlines.
  • Partnering with Product and Product Marketing on packaging, new product launches and pricing updates.
• Deal analytics and reporting:
  • Tracking deal desk KPIs such as turnaround time, discount levels, deal velocity and approval cycle time.
  • Analysing win/loss, discounting and pricing trends to deliver insights and recommendations to Commercial and Finance leadership.
  • Supporting quarter-end and year-end close with timely, accurate deal reviews.
• Process improvement and enablement:
  • Documenting deal desk policies, playbooks and templates, and continuously improving processes to reduce friction in the sales cycle.
  • Training and enabling Sales teams on pricing, quoting and approval processes, in partnership with Sales Enablement.

Key Requirements

• Experience. 5+ years of experience in deal desk, sales operations, revenue operations, commercial finance or pricing, preferably within a B2B software as a service (SaaS) environment.
• Strong understanding of SaaS commercial models, including subscription pricing, multi-year agreements, renewals and discounting.
• Working knowledge of revenue recognition principles and standard commercial contract terms.
• Hands-on experience with Microsoft Dynamics and e-signature or CLM platforms.
• Strong commercial acumen and analytical skills, with advanced Excel proficiency and the ability to build deal models.
• Sound judgement under pressure, with the ability to balance speed-to-close against risk and profitability.
• Exceptional stakeholder management and influencing skills, with the confidence to challenge and advise Sales leadership.
• Exceptional verbal and written communication skills, with the ability to convey complex ideas clearly and effectively across all levels of the organisation.
• A detail-oriented approach with a strong focus on accuracy and compliance.
• High levels of professionalism, interpersonal skills and personal drive.
• Team player. Ability to work on a team in a collaborative environment, sharing information and best practices.
• Fluency in English. Other languages are an asset.
• Proficiency in Microsoft Office Suite 365.