Deal Desk Manager
Posted on 3/29/2023
Cambridge, MA, USA
Experience Level
Desired Skills
Data Analysis
  • 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,, 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

51-200 employees

Wistia is the video platform of choice for business.
Company Overview
Wistia's mission is to make business more human. This isn’t a mission that can be accomplished in a few years ; it’s something they'll work on for many decades to come, which is why they care so much about long-term thinking and decision-making. Decisions and efforts that prioritize the long-term success of their company have an outsized impact on their individual careers, culture, the financial health of business, and ultimately the ability to achieve their mission.
  • 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
Company Core Values
  • Long-term company thinking
  • Creativity
  • Presentation
  • Simplicity