Full-Time
Deal Desk Manager
Comprehensive platform for creating, hosting, and marketing videos
Mid
Cambridge, MA, USA
- 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)
- 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 stands out as a comprehensive video marketing platform that empowers businesses to create, host, and measure video content, all in one place. The company's commitment to inclusivity and diversity fosters a dynamic work environment, while its focus on customer education, through detailed guides and tutorials, demonstrates industry leadership. Wistia's competitive advantage lies in its customizable, professional video player and real-time marketing data, which ensure businesses can create on-brand experiences and adapt their strategies based on audience engagement.
Company Stage
Seed
Total Funding
$19.6M
Headquarters
Cambridge, Massachusetts
Founded
2006
6 month growth
↑ 3%1 year growth
↑ 10%2 year growth
↑ 12%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