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Full-Time

Deal Desk Manager

Posted on 3/29/2023

Wistia

Wistia

51-200 employees

Video marketing platform for businesses

Mid

Cambridge, MA, USA

Required Skills
Sales
Salesforce
Marketing
Data Analysis
Excel/Numbers/Sheets
Requirements
  • Proven success in a Deal Desk function in the Enterprise SaaS/B2B Industry
  • Proven success partnering with Go-to-Market Teams and other cross functional departments
  • Strong experience in Direct and Channel Sales models
  • Interest in finance and the quantitative side of the business
  • Experience in setting up processes and contract/legal negotiations with SMEs
  • Strong understanding of software revenue recognition and order process principles
  • Highly organized, customer-focused, innovative and strong attention to details
  • Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
  • Excellent communicator, self-aware, transparent, professional, and open to feedback
  • Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
  • Strong quantitative skills and highly proficient in gSuite, Salesforce.com, Zuora or similar CPQ tools
  • You share our values, and work in accordance with those values
  • 3+ years of experience in Deal Desk and deal structuring
  • Demonstrated ability to work effectively in a team environment with diverse stakeholders across Finance, Sales, Pricing, Legal, Systems
  • Ability to analyze, model and recommend the best course of action for complex pricing, negotiations, and business situations; quantitative experience required
  • Expert knowledge in Microsoft Excel (modeling/analysis) - and strong knowledge of end-to-end Quote to Cash Processes. (experience with Salesforce, Mode, and Stripe is preferred)
  • Some understanding of software revenue recognition issues preferred, including revenue recognition under ASC 606
  • Ability to manage multiple variables, and toggle approach within defined parameters as well as the ability to drive rapid, but fact-based decision-making with imperfect data
  • Strong negotiation skills with experience supporting customer negotiations (contract development is preferred)
Responsibilities
  • Serves as the primary advisor to Sales, Marketing, Business Intelligence/Operations and Customer Success teams on deal and contract related matters, advising the team on alternative options, and/or value propositioning to help drive deal closures
  • Works closely with finance to assess deal profitability and margin structure
  • Coordinates outreach to outside counsel for commercial transactions
  • Advises on approval processes, approves exceptions as necessary
  • Assists to interpret contractual language and escalate to ensure deals comply with revenue recognition and operational policies
  • Develops and drives initiatives to improve productivity, Deal Desk improvements, company deal policies and simplifying processes throughout the Sales Operations and Sales Organization
  • Partners with Sales Operations on process/system improvements, sales enablement and special projects
  • Owns deal document repository: terms of service, NDAs, privacy policy
  • Delivers relevant training to new and existing Sales reps on Deal Desk, Negotiation, Order Booking, and overall best practices

Wistia offers a video marketing platform for businesses, providing video hosting, lead generation, and detailed video performance analytics. The platform includes a customizable video player, real-time marketing data, and access to video marketing experts to enhance businesses' marketing efforts and audience engagement.

Company Stage

Seed

Total Funding

$19.6M

Headquarters

Cambridge, Massachusetts

Founded

2006

Growth & Insights
Headcount

6 month growth

1%

1 year growth

2%

2 year growth

-3%

Benefits

Competitive salary + profit sharing

Flexible, unlimited vacation policy

Healthy (and non-healthy!) snacks and beverages

401(k), plus a company contribution

Fully paid health + dental insurance

Life + long term disability insurance

16 weeks paid parental leave

Transportation subsidies for your preferred mode

Personal budget for professional development

Lenny the Office Dog

INACTIVE