Deal Desk Operations Analyst

This role serves as the bridge between commercial strategy and operational execution, ensuring pricing, packaging, products, approvals, and commercial policies are accurately translated into scalable business processes, systems, and workflows. Through effective administration of the CPQ platform and close partnership with RevOps, Finance, Product, Engineering, Legal, and Customer Success, the Deal Desk Operations Analyst enables efficient deal execution, operational excellence, and continuous improvement across the quote-to-cash lifecycle.

Core Responsibilities

• Assist administering and maintaining the CPQ platform, including the product catalog, pricing, quote templates, approval rules, and integrations.
• Manage daily Deal Desk operations, including quote creation, pricing validation, approval routing, product configuration, and exception management.
• Translate pricing, packaging, product, and policy changes into scalable system configurations and workflows.
• Maintain data integrity across CPQ, CRM, and billing systems, ensuring quoted, booked, and invoiced values align.
• Build operational and executive reporting for KPIs, cycle time, SLA performance, exceptions, quote accuracy, renewals, and retention.
• Support renewal and expansion operations through accurate data, forecasting inputs, and repeatable processes.
• Partner with Sales, Finance, Legal, Revenue Operations, Product, Engineering, and Customer Success to resolve issues and advance deals.
• Maintain process documentation and enablement materials that help Sales and Customer Success transact accurately.
• Implement automation and AI-powered tools that improve quoting, approvals, data validation, reporting, and operational efficiency.

Required Qualifications

• Three or more years of experience in Deal Desk, Sales Operations, Renewals Operations, Revenue Operations, or a related B2B SaaS function.
• Experience managing quoting, pricing validation, approval routing, product configuration, and commercial exceptions.
• Hands-on experience with CPQ platforms, preferably DealHub, and CRM systems such as HubSpot or Salesforce.
• Strong analytical and financial skills, including deal modeling, KPI reporting, margin analysis, discount governance, and revenue recognition principles.
• Knowledge of SaaS retention metrics, including gross revenue retention, net revenue retention, renewal forecasting, retention, and expansion.
• Proven ability to analyze data and transform manual processes into scalable, automated workflows.
• Strong communication and cross-functional partnership skills, with the ability to manage competing priorities and make sound decisions in ambiguous situations.