Deal Desk Manager

Deal Desk Manager

Location:                   Remote, USA

Employment Type: Full-Time

Compensation:        $90,500.00 - $113,000.00  (Range applies to US candidates only) + Benefits/Variable Comp/Equity - Range may vary based on experience. 

Benefits Offered:    Vision, Medical, Life, Dental, 401K

Summary

OneStream is looking for a Deal Desk Manager to join our Accounting team. As the Deal Desk Manager, you will be an integral part of our global Deal Desk function and building out the next phase of capabilities in the team to support our growth.

This role reports to the Manager, Deal Desk & Profitability and will partner closely with Accounting and Finance as well as with key stakeholder groups including Business Technology, Legal, and FP&A. We seek an individual who will help us scale in a way that balances the company’s need for deal velocity with a sophisticated understanding and review of deal economics. In this high-impact role you will work cross-functionally and will be a key driver of scaling the Deal Desk function to help bring OneStream through its next phase of growth.

Primary Duties and Responsibilities

Reduce Friction and Enhance the Sales Rep Experience

• Be a trusted advisor for sales organization to improve deal closure velocity, including being the one-stop resource responsible for understanding contract requirements, structure, business terms and identification of potential risks and opportunities that can affect performance, growth and positioning.
• Develop and manage “standard deal” parameters that the sales organization can leverage to maintain autonomy in negotiation strategies.
• Manage the pricing and terms approval process and authority guidelines, supporting the sales team in managing offers and approvals.
• Drive early engagement into deal structure and commercial terms.

Deal Advisory, Commercial Best Practices

• Provide leadership with financial models and evaluation of deal economics, commercial terms and conditions and operational requirements to present risk/reward profile for opportunities.
• Make recommendations to account teams and Sales leaders based on competitive and market data, industry trends and other available knowledge base tools.
• Collaborate with Sales Operations and Finance colleagues in other geographies to assure consistency of deal management practices and development of process/policy improvement opportunities.
• Partner with Sales Enablement on commercial best practices training programs in on-boarding and on-going sales programming.
• Ensure Revenue recognition policies are understood, as well as financial and revenue risk for non-standard deals.

Drive Collaboration with Approval Stakeholders

• Lead non-standard deal structuring (pricing, terms, payment schedules), review and approval in collaboration with other key stakeholders across Sales, Sales Operations, Revenue Accounting, Legal, FP&A, and if appropriate, Professional Services.
• Drive quarterly updates with partnership teams across standard discounting price tiers, cost-of-goods-sold product margin models, market/segment specific pricing, uncompetitive pricing, and novel deal structures to ensure up-to-date best approval insights and maximum deal velocity.
• Manage the queue of quotes to assure timely processing of approvals.

Scaling the Team & Furthering Business Insights

• Design / procure systems and processes like CPQ and deal workflow, enhancing automation and accuracy of customer quoting capability.
• Provide routine reporting on deal trends and act as a feedback loop to the business on customer purchasing trends.
• Be a strong voice in how we structure our data for robust analysis of customer transactions.

Required Education and Experience

• Bachelor’s degree in Business Administration, Finance or equivalent
• Proven track record in a deal desk, finance, contracts, legal, sales operations, or revenue role; software/SaaS/subscription experience a plus
• Basic understanding of revenue recognition principles

Required Education and Experience

•  Bachelor’s Degree in Finance, Accounting, or 10-12 years related work experience. 
•  7-10 years of experience leading a diverse team.
•  Minimum of 7 years project management experience or equivalent level of technology project lead experience. 
•  Prior Consulting Services, Sales, or Presales experience. 

Knowledge, Skills, and Abilities

•  Strong logical and analytical skills and can synthesize the balance of legal, pricing, and payment, attributes for an overall assessment of deal risk and economics.
•  Strong project management skills and the ability to partner, collaborate, negotiate and influence across functional areas.
•  Thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles.
•  Strong business acumen with excellent communication skills - verbal and written.
•  Experience advocating for automation and implementing end-to-end system changes.

Who We Are

OneStream is how today’s Finance teams can go beyond just reporting on the past and Take Finance Further™ by steering the business to the future. It’s the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution. Our vision is to be the operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit www.onestream.com.

Why Join The OneStream Team

• Transparency around corporate structure, salary, and benefits
• Core value of customer success
• Variety of project work (not industry-specific) 
• Strong culture and camaraderie
• Multiple training opportunities

Benefits at OneStream  
OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. They consistently deliver the best and in turn, we make every effort to keep them cared for and happy. A sample of the benefits we provide are:

• Excellent Medical Plan
• Dental & Vision Insurance
• Life Insurance
• Short & Long Term Disability
• Vacation Time
• Paid Holidays
• Professional Development
• Retirement Plan

All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.

OneStream is an Equal Opportunity Employer.

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