Manager, Deal Desk

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

Overview

The Manager, Deal Desk will lead the deal desk function, managing contract operations and building a strategic deal desk capability from the ground up. This role will oversee two direct reports and serve as a critical bridge between Sales, Legal, Finance, and Revenue Operations to ensure deal structures are optimized, compliant, and aligned with company objectives.

Key Responsibilities

Contract Operations

• Manage end-to-end contract lifecycle including non-standard terms, pricing approvals, and deal structure reviews
• Ensure compliance with company policies, legal requirements, and revenue recognition standards
• Streamline contract approval workflows and reduce deal cycle times
• Partner with Legal to manage contract templates, redlines, and commercial negotiations
• Maintain contract repository and ensure data accuracy in Salesforce and CPQ systems

Strategic Deal Desk Development

• Build and scale a best-in-class deal desk function that supports revenue growth
• Develop deal desk playbooks, processes, and standard operating procedures
• Create deal scoring and risk assessment frameworks
• Implement deal structure standards and guardrails for non-standard deals
• Design metrics and dashboards to track deal desk performance and deal quality
• Collaborate with Revenue Operations to optimize quote-to-cash processes

Cross-Functional Partnership

• Act as trusted advisor to Sales leadership on complex deal structures and pricing strategies
• Partner with Finance on revenue recognition implications and deal economics
• Work closely with Legal on contract risk assessment and negotiation strategy
• Coordinate with Product and Pricing teams on packaging and discount strategies

Team Leadership

• Lead, mentor, and develop two direct reports on the deal desk team
• Establish clear goals, priorities, and performance expectations
• Foster a culture of collaboration, continuous improvement, and customer service excellence
• Build team capacity to scale with business growth

Qualifications

Required

• 5+ years of experience in deal desk, sales operations, or related revenue operations roles
• 2+ years of people management experience
• Deep understanding of SaaS business models, pricing strategies, and contract structures
• Strong knowledge of CPQ systems (Salesforce CPQ, DealHub, or similar)
• Experience building or scaling deal desk functions from scratch
• Excellent analytical and problem-solving skills with attention to detail
• Strong business acumen and ability to balance business needs with policy compliance
• Exceptional communication and stakeholder management skills
• Ability to work in fast-paced environment and manage competing priorities

Preferred

• Experience in B2B SaaS companies with complex deal structures
• Background in finance, accounting, or legal
• Knowledge of revenue recognition standards (ASC 606)
• Experience with contract lifecycle management (CLM) tools
• Advanced Excel/Google Sheets and data analysis capabilities
• Project management certification or experience

Our Commitment to Diversity, Equity, and Inclusion at Demandbase

At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.

We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!

We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.

Unsolicited Submissions

At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.