Deal Desk Manager

The Deal Desk Manager works closely with the Sales Executives to accelerate the growth and efficiency of Plume's Sales organization. In this role, you will be responsible for structuring, analyzing and presenting the best deals for Plume to ensure optimal Revenue, Cashflow and ARR impacts for the Business. You will also assist in designing, implementing and running sales initiatives that drive incremental revenue, identify ways to give time back to sellers through process improvements and automation, and lead strategic and operational projects. The ideal candidate will formulate clear strategies, implementing and managing them at scale. 

This is an important role at an exciting time for the company. Plume is an innovative, high-growth, customer-focused company in a large and growing market. If you are an energetic, self-managed professional with experience doing financial analysis of deals, we’d love to hear from you.

RESPONSIBILITIES

• Be a critical member of the Deal Desk team, managing deal analysis, performing ARR, Revenue and Cash Flow modelling for a subset of our Global Business, to assist and aid our Sales Organizations in crafting the best deals that deliver the best results for Plume
• Create Proposal documents using SalesForce CPQ for the Sales Team, and assist in Customer Presentation of those proposals when necessary
• Draft contracts aligning with the approved Proposals and liaison with Legal to assist in ensuring the best deal is contracted between Plume and the Customer
• Act as the exception specialist within the Business, ensuring all deals are constructed in line with company guard rails, and ensuring all appropriate approvals are received for deals falling outside the standard
• CRM (Salesforce) entry support and maintenance, helping coach and guide opportunities along the correct stages while ensuring data accuracy at all points in time
• Maintain information accuracy through defined sales processes and proper reporting 
• Manage the Deal Registration process for our Channel Programs, to effectively review, screen and qualify any incoming deal registrations or expiring registrations
• Professionally field and qualify incoming leads in the CRM (Salesforce) to ensure correct follow through actions are taken
• Responsible for collecting data and creating various dashboards and reports as requested in CRM (Salesforce)
• Review existing processes for optimization, scalability or transformation for improved operational efficiency, ease of use and effectiveness
• Proactively drive continuous process improvements working with key stakeholders across Revenue Operations and Sales teams
• Identify risks, issues, and challenges in processes and systems including process data and metrics
• Provide management with project status updates, feedback and appropriate reporting on key responsibilities and objectives

REQUIREMENTS

• 5+ years experience in sales operations, deal desk, strategy, analytics, or a business operations
• Strong Excel financial and data modeling skills, Salesforce and PRM (Partner Relationship Manager) tools
• Knowledge of foundational accounting concepts is an asset (ASC 606, IFRS 15, GAAP)
• CPA / CA is an asset, but not required
• Successful process improvement, leading projects with a record of successful implementation
• Proven leadership skills, business acumen, and performance
• Determination, tenacity, self-motivation and interpersonal skills
• Excellent presentation skills with solid communication capabilities and practice
• Works well in team environment with sound negotiation and problem-solving skills, as well as has experience working cross-functionally within a Business
• Executive level relationship management.
• BA/BS or equivalent, MBA preferred