Senior Manager of Deal Desk

Summary Leads or manages a Deal Desk team responsible for assisting sales in navigating complex internal and/or external requirements to structure mutually beneficial agreements with prospects and customers. May be responsible for maximizing revenue by collaborating with sales team to structure proposals. Assists sales and customer success teams with deal structure and pricing guidance to optimize profitability and meet strategic corporate goals. Builds quotes and proposals which adhere to established corporate strategies as well as legal, billing, and revenue recognition policies. Typically needs to possess a solid understanding of product offerings. Assists in the development of global pricing and policy standards across company. Evaluates current processes and offers recommendations for areas of improvement. Develops and distributes data-driven reports on pricing, structuring, and policy trends. Typically collaborates across the organization and use a high level of financial acumen and analytics skills to analyze external and internal data to influence pricing and discount practices across the organization. Incumbents at Director and Senior Director level may have high visibility in the organization and this level(s) is a strategic role typically reporting to a VP/SVP Sales Operations. This is a management level family; individual contributors should not be matched to these roles.

Responsibilities

 
Deal Strategy and Deal Structure
 
Handles large and complex deals and escalations for strategic commercial discussions with Sales, and Commercial Strategy in the development of direct, partner and government deals by thoughtfully balancing the “art of the possible” with the desired business objective
 
Coaches team members in building a competitive, value-based commercial deal structure that maximizes the value of the opportunity
 
Guides internal teams in utilizing standard deal structures when possible, but also able to navigate revenue recognition and legal concerns when crafting nonstandard deals; works with Accounting and Legal when needed
 
 Internal Alignment and Expectation Management
 
Manages escalations by partnering with Sales leadership to obtain buy-in including briefing senior management and managing internal stakeholder expectations
 
Inspires and influences internal stakeholders, approvers, and senior management to remove obstacles in order to achieve desired business outcomes with short turnaround times
 
Facilitates alignment through effective communication within internal stakeholders and promptly resolves any conflict to encourage productive and positive interactions
 
Manage sales support tickets, handle escalated concerns and follow up to ensure a positive resolution
 
Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies
 
 Leadership and Mentorship
 
Trains, mentors, and coaches internal teams on best practices in pricing analysis, commercial terms and internal objection handling
 
Advocate and escalation point for the Deal Desk and help build and improve the brand of the team
 
Supports team by ensuring alignment across Commercial Strategy, Legal, Accounting, and other stakeholders for complex pricing adjustments and nonstandard commercial terms
 
Inspires and influences internal stakeholders and approvers to remove obstacles in order to achieve desired business outcomes with short turnaround times
 
Recruits, coaches, manages, evaluates, and develops a team of direct reports that lead deal formation
 
Set the standards, demonstrate the standards and hold the team accountable for excellence
 
Partners with Sales/SalesOps leadership, Value Management, Commercial Strategy, and Legal to prioritize key deals and ensure deal closure

What You'll Need
Education:

 
Undergraduate Degree or equivalent combination of education and experience in a related field.


Skills:

 
Strong listening, written, and verbal communication skills with ability to synthesize and effectively articulate concepts to cross-functional stakeholders at all levels
 
Clear business focus and proven track record in deal structuring
 
Ability to remain courteous and professional even during high-stress end-of-quarter deal negotiations
 
Strong organizational and time management skills with ability to work autonomously, set priorities, meet deadlines, and manage multiple projects in a fast-paced, changing environment while exercising sound business judgment and with minimal supervision
 
Can quickly identify gaps, problem solve, and then find creative and sustainable solutions
 
Dedicated to excellent customer service while managing multiple priorities with short turnaround times
 
Ability to be open and honest in communications with all stakeholders


Experience:

 
8+ years deal management, pricing strategy, and/or value-oriented negotiation roles including people management
 
Experience in structuring deals within a value-based sales process and building a commercial model to support the business case
 
Experience in reviewing redlines, drafting non standard commercial terms, and redlining customer paper as related to Master Agreements and Sales Orders
 
Advanced skills in Microsoft Word, Microsoft Excel, Google Docs, and/or Google Sheets
 
Experience supporting remote and local Enterprise SaaS sales teams
 
Experience with both direct B2B sales models and tiered channel partnership models
 
Experience working with remote cross-functional teams such as Legal, Finance, Product
 
Working knowledge of ASC 606 Revenue Accounting guidelines
 
Salesforce CRM, Salesforce CPQ, and CLM experience preferred


Travel Requirement:
Less than 10% travel
Working Conditions & Physical Requirements: Reliable internet access for any period of time working remotely, not in a Workiva office
How You’ll Be Rewarded:

 
Salary range in the US: 

$126,000.00 - $214,000.00

 
A discretionary bonus typically paid annually
 
Restricted Stock Units granted at time of hire
 
401(k) match and comprehensive employee benefits package


The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.


Where You’ll Work

Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.

 
Customer Success:  Always delight our customers.
 
Trust: Rely on each other. 
 
Integrity: Do the right thing, every time. 
 
Collaboration: Share resources and work together. 
 
Innovation: Keep creating solutions and finding better ways. 
 
Inclusion: Support a diverse community where we all belong. 
 
Accountability: Be responsible for your success and failure.

We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.

At Workiva, you’ll enjoy: 

 
Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.
 
Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
 
Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more
 
Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.  

Learn more about life at Workiva: https://www.linkedin.com/company/workiva/
Learn more about benefits: https://www.workiva.com/careers/benefits  
Workiva is an Equal Employment Opportunity and Affirmative Action Employer.  We believe that great minds think differently.  We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation.  Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.  We strongly encourage and welcome people from historically marginalized groups to apply.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.  
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
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