Senior Manager, Strategic Deal Desk and Operations

About the opportunity

• Lead a team of Deal Desk Analysts based in the US and EMEA to support our Field Sales teams in a high-growth, fast-paced organization.
• Develop our Deal Desk Analysts technical skill sets along with growing their careers and supporting while helping achieve their career aspirations. 
• Own the contract approval matrix, reference library updates, and other related Deal Desk materials to ensure the Field Sales team is equipped with up to the minute updates.
• Manage approval facilitations, commercial negotiations and language drafting for all commercial aspects of contract / service order agreements.
• Manage and facilitates exception approval requests, including special pricing, legal terms, or deal structures in a timely and efficient manner from receipt to resolution.
• Provide input, guidance and approvals on deal structures, working closely with Field Sales in evaluating complex deals and ensuring adherence and compliance to various company policies - revenue recognition, booking policy, and related policies.  
• Partner with various internal teams involved in the deal cycle - Legal, Order Management/Billing, Credit/Collections, and Technical Revenue along with Sales Operations, Solution Engineering, and other teams to limit risk and exposure while maximizing business outcomes.  
• Provide guidance to Account Executives on deal structuring in a way that meets customers’ requirements, sets them up for maximum success, and maximizes ARR.
• Participate and provide guidance in deal reviews and commercial conversations with Account Executives, and Field Sales leadership as appropriate.
• Partner with Enablement to develop and provide training to the Field Sales teams to improve efficiency, reduce sales cycle times and drive higher sales productivity, including on-boarding and continuous training on quoting and closing deals.
• Develop and implement along with collaborating with multiple internal teams drive operational efficiency and provide evidence based input to enhance and improve other operational processes.
• Drive reporting and insights on non-standard terms, making executive recommendations and actioning resulting system and process changes. Develop and report on deal intelligence metrics to senior management and c-level executives.
• Audit and ensure proper and accurate booking of orders and ensures the same in SFDC; partners with FP&A, Sales Operations, Compensation, and other related internal teams to resolve any deal matters.

What you need to be successful

• Deep understanding of Contract Agreements, Negotiation, SFDC with working knowledge of Revenue Recognition.  Strong and effective ability to handle commercials in contract/service order is critical.
• 4+ years of relevant Deal Desk Manager experience in a high-volume, high-growth SaaS environment.  
• Extensive working knowledge and proficiency of Salesforce - Opportunity Management, CPQ, and related applications.  Zuora CPQ/CPQx experience would be helpful.
• Proficiency in overall construction of subscription, professional service, and renewal deals; able to advise/perform booking and recognize potential revenue recognition issues or other operational issues.
• Ability to navigate internal resources to obtain advice and guidance on deal construction and any obstructions or potential blockers to getting approved and booked.
• Strong communication skills and ability to clearly convey changes and updates to policies, procedures, etc to a variety of internal stakeholders.
• Able to work extended hours during the month and quarter-end cycles.
• Able to balance being detail-oriented as well as seeing the big picture and lead the Deal Desk team to do the same.
• Highly responsive, thrive in a fast-paced environment.
• A can-do attitude to enact change within the organization, being a leader and a trusted business advisor - be a facilitator of business, not a blocker.

What's in it for you?

• Join an ambitious tech company reshaping the way people build digital experiences
• Full-time employees receive Stock Options for the opportunity to share in the success of our company
• Comprehensive health/dental/vision care package covering 100% of monthly  premiums for employees 
• We value Work-Life balance and You Time! A generous amount of paid time off, including vacation days, education days, and volunteer days.
• 16 weeks of paid parental leave to care for and focus on your growing family 
• Use your personal education budget to improve your skills and grow in your career. 
• Enjoy a full range of virtual events, including workshops, guest speakers, and fun team activities, supporting learning and networking exchange beyond the usual work duties 
• Use your physical fitness budget to get away from your desk and support your physical wellness
• A monthly phone/internet stipend and phone upgrade reimbursement after 2 years
• New hire office equipment stipend. Get the gear you need to work at your best.
• Plus, Contentful socks! And other amazing swag as part of company events. Oh yeah!

Colorado Salary Statement: The salary range displayed is specifically for those potential hires who will work or reside in the state of Colorado if selected for the role. Any offered salary is determined based on internal equity, internal salary ranges, market data/ranges, applicant's skills and prior relevant experience, certain degrees and certifications (e.g. JD/technology), for example.

Colorado Salary Range: $119,000 - $126,000
[This position is eligible for equity awards in accordance with the terms of Contentful’s equity plans.]

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