Senior Analyst, Deal Desk

The Role

We are seeking a strategic and execution-focused Senior Analyst, Deal Desk to help evolve and mature our Deal Desk function. This is a hands-on individual contributor role that combines day-to-day deal execution with subject matter expertise and functional ownership. You will operate as both a player and a builder—owning deal desk ticket execution and complex deal support while driving process optimization, automation, and scalable improvements.

Key Responsibilities

• Own and execute day-to-day Deal Desk support, including managing deal reviews, pricing requests, discount approvals, and contract structuring across new business, expansion, and renewal deals.
• Lead complex and non-standard deals, providing strategic guidance on pricing, licensing models, and commercial constructs.
• Partner with Sales and Customer Success to structure competitive, scalable, and compliant deals, acting as a thought partner to drive the right deal outcomes—not simply an approval step.
• Provide clear guidance and transparency on pricing, approvals, and deal structures to help Sales and Customer Success navigate trade-offs and drive more efficient deal execution.
• Apply sound judgment to balance sales velocity with pricing integrity, margin protection, and long-term revenue outcomes.
• Act as the primary liaison between Sales, Legal, and Finance to align on contract terms, approvals, and deal strategy.
• Support commissions processes during monthly and quarterly cycles by contributing to crediting validation, exception review, and payout accuracy, stepping in during peak periods or planned absences.
• Serve as an escalation point for high-impact or non-standard deals, providing clear and data-driven recommendations.
• Act as a subject matter expert (SME) for deal structuring, pricing strategy, and contracting best practices across the organization.
• Mentor and support Deal Desk Analysts, sharing subject matter expertise and elevating team capability, consistency, and judgment.
• Define and evolve pricing frameworks, discount matrices, approval governance, and deal guardrails.
• Build, document, and standardize Deal Desk processes, playbooks, and operating procedures to drive consistency, clarity, and scalability.
• Identify and implement opportunities for process optimization, automation, and workflow improvements to reduce manual effort and increase efficiency.
• Streamline deal approval and contract workflows to accelerate deal cycle times while maintaining appropriate controls and compliance.
• Develop reporting and dashboards to track deal performance, discounting trends, and operational effectiveness.
• Enable Sales and Customer Success teams through training and ongoing guidance on pricing, deal structuring, tools, and processes, empowering teams to structure stronger deals upfront.
• Foster a culture of continuous improvement, balancing collaboration and responsiveness with strong operational discipline, accountability, and consistency.

Experience and Requirements

We seek a candidate with:

• 6+ years of experience in Deal Desk, Commissions, Sales Operations, or Revenue Operations within a B2B SaaS environment.
• Proven ability to operate in a high-volume, hands-on deal environment while contributing strategically as a subject matter expert.
• Strong expertise in SaaS pricing models, discounting, contract structuring, and deal strategy.
• Experience building, documenting, and optimizing scalable processes and workflows.
• Demonstrated experience driving process improvements and automation initiatives.
• Strong cross-functional collaboration experience with Sales, Customer Success, Legal, Finance, and related stakeholders.
• Proficiency with Salesforce (or equivalent CRM), CLM tools, and workflow/automation systems.
• Advanced Excel or Google Sheets skills with strong analytical and data interpretation capabilities.
• Excellent communication and stakeholder management skills, with the ability to influence without direct authority.
• Demonstrated ability to balance a collaborative, solution-oriented approach with adherence to business policies, guardrails, and operational consistency.
• Strong attention to detail and ability to manage competing priorities in a fast-paced environment.