Minimum 2+ years managing a Deal Desk or similar function in Enterprise SaaS or B2B sales., At least 6 years of experience in deal desk strategy, sales operations, or related roles., Proven ability to lead cross-functional teams and manage stakeholder relationships effectively., Strong proficiency with Salesforce, CPQ tools, and reporting/analytics platforms..
Key responsibilities:
Define and execute the operational strategy for the Deal Desk team aligned with sales objectives.
Lead, mentor, and manage a team of Deal Desk Analysts, setting performance targets and communicating progress.
Serve as the primary liaison between sales, legal, and finance teams for complex deal proposals.
Develop and implement initiatives to improve Deal Desk productivity and enhance compliance with revenue recognition policies.
Report This Job
Help us maintain the quality of our job listings. If you find any issues with this job post, please let us know.
Select the reason you're reporting this job:
Dropbox is the one place to keep life organized and keep work moving. With more than 700 million registered users across 180 countries, we're on a mission to design a more enlightened way of working. Dropbox is headquartered in San Francisco, CA, and has offices around the world.
To learn more about working at Dropbox, visit dropbox.com/jobs
We also have a few simple guidelines to keep this space respectful and productive. Please avoid:
- Harassing other people or using language that’s hateful, offensive, vulgar, or advocates violence
- Trolling, fraud and spamming
- Violating someone else’s rights or privacy
- Advertising or soliciting donations
- Link baiting
- Posting off topic comments or thread hijacking
We may remove comments that violate these guidelines.
As the Deal Desk Manager, you will lead and develop a high-performing team responsible for deal review, recommendations, execution, and operational scaling within our Global Sales and Channel organization. You will be a trusted advisor to sales and cross-functional leadership, shaping objectives, monitoring team effectiveness, and ensuring alignment of tactical activities with strategic business outcomes. Your role is pivotal in fostering strong stakeholder relationships with sales managers and leaders, maintaining a customer-centric approach, and driving continuous improvements in deal velocity and compliance.
You will oversee complex proposal evaluation and process, licensing model analysis, and contract structuring while innovating scalable processes that enhance efficiency and deal closure rates. This role demands a strategic mindset, exceptional communication skills, and the ability to navigate ambiguity in a fast-evolving SaaS sales environment.
Responsibilities
Define and execute the operational strategy for the Deal Desk team aligned with broader sales objectives.
Lead, mentor, and manage a team of Deal Desk Analysts, setting clear performance targets and regularly communicating progress to stakeholders.
Serve as the primary liaison between sales, legal, and finance teams to craft and consult on complex deal proposals.
Analyze licensing models and recommend optimal contract structures to maximize revenue and customer satisfaction.
Act as the escalation point for complex deal issues, providing expert guidance on alternative contract options and value propositioning.
Develop and implement initiatives to improve Deal Desk productivity, simplify processes, and enhance compliance with revenue recognition policies.
Requirements
Minimum 2+ years managing a Deal Desk or similar function within an Enterprise SaaS or B2B sales environment.
Minimum 2+ years of people management experience.
At least 6 years of experience in deal desk strategy, sales operations, or related roles involving complex pricing and proposal execution.
Proven ability to lead cross-functional teams and manage stakeholder relationships effectively.
Expertise in licensing models, contract structuring, and compliance with revenue recognition standards.
Strong proficiency with Salesforce, CPQ tools, and reporting/analytics platforms.
Exceptional communication skills, both verbal and written, with a customer-centric and transparent style.
Ability to multitask and prioritize effectively during high-volume periods, including quarter-end and year-end cycles.
Preferred Qualifications
Experience scaling Deal Desk operations in a high-growth SaaS environment.
Advanced skills in Salesforce report building and data-driven decision making.
Familiarity with sales enablement tools and process automation.
Prior experience delivering training and developing talent within sales operations teams.
Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2
$139,700—$188,900 USD
US Zone 3
$124,100—$167,900 USD
Required profile
Experience
Spoken language(s):
English
Check out the description to know which languages are mandatory.