Deal Desk

Levels

Deal Desk Specialist

The Deal Desk Specialist reports to Manager, Deal Desk.

Deal Desk Specialist Job Grade

The Deal Desk Specialist is a grade 5.

Deal Desk Specialist Responsibilities

Serves as the trusted advisor to the Sales team on deal structure and quoting, advises the team on alternative contract options, and/or value propositioning to help drive deal closure.
Monitors the Sales Support Slack channel to provide general assistance and advice on common deal questions and Quote to Cash process questions
Monitors the Sales Support case queue in Salesforce, consistently maintaining case SLAs
Partners with Field Sales to accelerate quoting process through operational efficiencies, training calls
Collaborates with impacted parties to identify solutions for common Quote to Cash errors
Personal Growth / Projects
- As time allows, focus on Quote to Cash process automation and improvement

Deal Desk Specialist Requirements

Demonstrated familiarity with the Enterprise SaaS/B2B Industry - Deal Desk, Order Management, Finance Operations, Sales Operations or Pricing experience preferred
Demonstrated ability to partner with GTM Teams and other cross functional departments
Experience in Direct and Channel Sales model is highly desirable
Basic understanding of revenue recognition rules
Highly organized, customer-focused, innovative and strong attention to details
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
Ability to prioritize and effectively manage distractions
Strong quantitative skills and highly proficient in gSuite, Salesforce.com
Basic knowledge and understanding of a CPQ tool
Interest in GitLab, and open source software, ability to use GitLab
You share our values, and work in accordance with those values

Deal Desk Specialist Performance Indicators

Sales Support Case SLA
Sales Support Slack SLA
Field Satisfaction
- Responsiveness to cases
- Efficiency in resolving issues
- Transparency in addressing ongoing problems, SLAs, and field expectations

Deal Desk Analyst

The Deal Desk Analyst reports to the Manager, Deal Desk.

Deal Desk Analyst Job Grade

The Deal Desk Analyst is a grade 6.

Deal Desk Analyst Responsibilities

Extends that of the Deal Desk Specialist responsibilities
Collaborates with impacted parties to identify acceptable options to facilitate deal closure
Maintains and enforces agreed upon departmental review and approval SLAs
Assists to interpret contractual language and escalate to ensure deals comply with revenue recognition and operational policies
Monitors the Sales Support Slack channel to provide assistance and advice on complex deal questions and advanced Quote to Cash related matters
Monitors the Sales Support Case queue, consistently maintaining case SLAs and handling complex and/or non-standard requests.
Partners with Sales Operations and Sales Systems teams to facilitate process and system improvements
Delivers relevant training to new and existing Sales reps on Deal Desk, Order Booking, and overall QTC best practices
Represents Sales Operations / Deal Desk in QBRs and other regional Sales team meetings
Personal Growth / Projects
- Focus on Quote to Cash process automation and improvement, improving day to day tasks for Sales / Deal Desk

Deal Desk Analyst Requirements

Demonstrated success in the Enterprise SaaS/B2B Industry - Deal Desk, Order Management, Finance Operations, Sales Operations or Pricing experience preferred
Demonstrated success partnering with GTM Teams and other cross functional departments
Experience in Direct and Channel Sales model
Strong understanding of software revenue recognition and order process principles required
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, Salesforce.com, Zuora or similar CPQ tools
Interest in GitLab, and open source software, ability to use GitLab
You share our values, and work in accordance with those values

Deal Desk Analyst Performance Indicators

Sales Support Case SLA
Sales Support Slack SLA
Field Satisfaction
- Responsiveness to cases
- Efficiency in resolving issues
- Transparency in addressing ongoing problems, SLAs, and field expectations

Deal Strategist

The Deal Strategist reports to the Manager, Deal Desk.

Deal Strategist Job Grade

The Deal Strategist is a Grade 7

Deal Strategist Responsibilities

Trusted advisor & go-to resource for assigned sales region on deal structure, quoting, and order form creatio n; advises on alternate contract options to drive deal closure
Primary point of contact for all questions related to deal structure, opportunity booking, subscription mgt and license delivery
Monitors the Sales Support slack channel & SFDC Sales Support case queue to respond to questions
Supports assigned sales region through the quote to cash process
Manages issues through GitLab and Handbook updates
Resolves booking errors for assigned region through Debooks/Rebooks; Refunds; Internal corrections
Partners with cross-functional teams (Billing, Channel, Revenue) to support the Quote to Cash process
Understands the license fulfillment process and provides guidance to the field for customers to apply licenses to GitLab instance
Responsible for reviewing opportunities to result in accurate booking metrics (Net ARR, ARR Basis, Amount, Recurring Amount) & 1:1 relationship between Zuora Invoice & SFDC Opportunity is accurate
Maintains subscription data, partnering with Sales Operations to ensure a 1:1 relationship between subscription and renewal opportunity
Collaborates with impacted parties to identify solutions for common QTC errors
Support overflow with the Deal Desk Analyst
Participate in sales region forecast calls, QBRs, & EoQ Daily Standups

Deal Strategist Requirements

Experience in SaaS and B2B industry - Order Processing, Deal Desk, Finance & Sales Operations
Experience with Enterprise level deal structure
Understanding of various Route to Market sales models
Understanding of pricing & packaging with an ability to propose deal structuring
Understanding of booking and revenue recognition rules
Understanding of Legal terms that may have an impact on contract structuring
Ability to manage conversations with sales to drive compliant opportunities for booking
Detail oriented; organized; customer focused mindset
Understanding of weekly, monthly and quarterly period close process
Ability to prioritize workload to align with sales expectations
Basic knowledge and understanding of a CPQ tool
Proficiency in SFDC & gSuite
Interest in GitLab and open source software; ability to use GitLab"

Senior Deal Strategist

The Senior Deal Strategist reports to the Manager, Deal Desk.

Senior Deal Strategist Job Grade

The Senior Deal Strategist is a Grade 8

Senior Deal Strategist Responsibilities

Trusted advisor & go-to resource for assigned sales region on deal structure, quoting, and order form creation; advises on alternate contract options to drive deal closure
SME in Deal Desk activities, which impact bookings and complex deal structure
Primary point of contact for all questions related to opportunity booking, subscription mgt and license delivery
Montiors the Sales Support slack channel & SFDC Sales Support case queue to respond to questions
Supports assigned sales region through the quote to cash process
Manages issues through GitLab and Handbook updates
Resolves booking errors for assigned region through Debooks/Rebooks; Refunds; Internal corrections
Partners with cross-functional teams (Billing, Channel, Revenue) to support the Quote to Cash process
Understands the license fulfillment process and provides guidance to the field for customers to apply licenses to GitLab instance
Responsible for reviewing opportunities to result in accurate booking metrics (Net ARR, ARR Basis, Amount, Recurring Amount) & 1:1 relationship between Zuora Invoice & SFDC Opportunity is accurate
Maintains subscription data, partnering with Sales Operations to ensure a 1:1 relationship between subscription and renewal opportunity
Collaborates with impacted parties to identify solutions for common QTC errors
Conduct weekly, monthly and quarterly reconciliations & support in an audit
Serve as mentor to other team members, assisting with day-to-day process questions; review output; collaborate on complex deals
Engage directly with clients as necessary through both written and verbal communications, helping to resolve Q2C issues
Participate in sales region forecast calls, QBRs & Lead EoQ Daily Standups

Senior Deal Strategist Requirements

Experience in SaaS and B2B industry - Order Processing, Deal Desk, Finance & Sales Operations
Experience leading Enterprise level deal structure conversations
Strong Understanding of pricing & packaging with an ability to propose deal structuring
Understanding of various Route to Market sales models
Strong Understanding of booking and revenue recognition rules
Strong Understanding of Legal terms that may have an impact on contract structuring
Ability to manage conversations with sales to drive compliant opportunities for booking
Detail oriented; organized; customer focused mindset
Understanding of weekly, monthly and quarterly period close process
Ability to prioritize workload to align with sales expectations
Basic knowledge and understanding of a CPQ tool
Proficiency in SFDC & gSuite
Interest in GitLab and open source software; ability to use GitLab

Manager, Deal Desk

The Manager, Deal Desk reports to the Senior Manager, Deal Desk.

Manager, Deal Desk Job Grade

The Manager, Deal Desk is a grade 8.

Manager, Deal Desk Responsibilities

People Manager to regional Deal Desk Specialist, Deal Desk Analyst, Senior Deal Desk Analyst roles, Order Management Specialist, and Senior Order Management Specialist roles.
Serves as the primary advisor to Regional Field Team on all deal related matters, advising the team on alternative contract options, and/or value propositioning to help drive deal closures
DRI to all Quote to Cash projects within supported region - responsible for delegating projects to team when applicable, reporting status of project to Sr. Manager Deal Desk
Owns day-to-day quote management and pricing approvals for the applicable region, ensuring compliance with published sales and business approval policies
Acts as point of escalation for regional deal-related matters
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
Oversees Monthly Reconciliation processes
Partners with Sales Operations on process/system improvements, sales enablement and special projects
Delivers relevant training to new and existing Sales reps on Deal Desk, Order Booking, and overall QTC best practices
Represents Sales Ops / Deal Desk in Regional Leadership QBRs

Manager, Deal Desk Requirements

Proven success managing a Deal Desk function in the Enterprise SaaS/B2B Industry
Proven success partnering with GTM Teams and other cross functional departments
Strong experience in Direct and Channel Sales models
Strong experience in contract/legal negotiations with enterprise customers and working with enterprise sales teams.
Strong understanding of software revenue recognition and order process principles required
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, Salesforce.com, Zuora or similar CPQ tools
Interest in GitLab, and open source software, ability to use GitLab
You share our values, and work in accordance with those values

Senior Manager, Deal Desk

The Senior Manager, Deal Desk reports to the Sr. Director, Sales Operations.

Senior Manager, Deal Desk Job Grade

The Senior Manager, Deal Desk is a grade 9.

Senior Manager, Deal Desk Responsibilities

Extends that of the Manager, Deal Desk responsibilities
Managing cross functional projects to improve the entire Quote to cash process
Create and deliver sales enablement on topics related to quoting, deal closure and bookings policy
Implement new software and software enhancements to support Sales needs
Work with finance to enforce and iterate on our bookings policies
Serve as principal liason with financial compliance teams

Senior Manager, Deal Desk Requirements

Extends that of the Manager, Deal Desk requirements
Demonstrated progressive proven success in Enterprise SaaS/B2B Industry, Deal Desk, Finance, Sales Operations or Pricing experience preferred
Familiarity with pre-IPO compliance topics
Strong executive presence

Senior Director, Deal Desk

The Senior Director, Deal Desk reports to the Sr. Director, Sales Operations.

Senior Manager, Deal Desk Job Grade

The Senior Director, Deal Desk is a grade 11.

Senior Director, Deal Desk Responsibilities

Extends that of the Senior Manager and Manager Deal Desk responsibilities
Global leader of Deal Desk Organization, Responsible for the success and Iteration of a comprehensive Deal Desk and Order Management organization from hiring, personnel management and enablement as well as process and policies
Manage a team of managers, each with their own direct reports
Primary owner of all Bookings reconciliations and fidelity
Create and deliver sales enablement on topics related to quoting, deal closure and bookings policy
Partner directly with Sales and Finance leaders to deliver timely solutions to customer needs
Work with our internal and external audit and accounting teams to enforce and iterate on our bookings policies
Implement new policies and capabilities to support a dynamic and growing business
Primary owner of SFDC Bookings fidelity and reconciliations

Senior Director, Deal Desk Requirements

Extends that of the Senior Manager, Deal Desk requirements
Demonstrated success in Deal Desk organizations supporting fast growing and complex sales team
Familiarity with public company compliance and audit requirements
Customer-focused solution mindeset is a must
Strong emotional intelligence and experience in multi-layered people management
Strong executive presence, ability to tell a story from data but also be succinct

Specialties

Performance Indicators

Sales Support Case SLA
Sales Support Slack SLA
Private Offer SLA
Field Satisfaction
- Responsiveness to cases
- Efficiency in resolving issues
- Transparency in addressing ongoing problems, SLAs, and field expectations
Sales KPIs.

Career Ladder

The next steps for the Deal Desk Job Family is to move to the Sales Operations Job Family.

Hiring Process

Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters
Next, candidates will be invited to schedule a first interview with the Hiring Manager
Next, candidates will be invited to interview with 2-5 Team Members
There may be a final executive interview

Additional details about our process can be found on our hiring page.

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Last modified June 27, 2024: Remove heading levels exception and fix errors (4e6ac4e3)

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