Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners ("Vista"), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

Overview

The successful candidate will thrive in a highly collaborative environment and will be working with a diverse group of talented people continuously innovating and improving. Menlo Security's Deal Desk Manager will provide consulting and guidance to sales and cross functional teams including customer success, legal, accounting, and finance. The Deal Desk Manager is a partner to all that support the quote to cash process. This role will manage contract processes for both transactional and larger complex deals.

Responsibilities

Guide team to best pricing and deal structure to maximize revenue and delivery of offering
Become a trusted advisor to the sales team and work with regional sales managers to structure deals that best meet customer and Menlo's business objectives.
Ensure Sales teams are operating within the Rules of Engagement, directly partnering with cross-functional teams to ensure policies are adhered to and enforced.
Manage cross-functional teams to expedite quotes to customers.
Develop a process for non-standard deals to be reviewed, approved, tracked and actioned
Serve as the primary point of contact for all the departments involved in the completion of non-standard deals
Participate in pricing, packaging, new product introduction initiatives and ensure policies, guidelines and end to end process are in place to handle new product/offering releases
Manage price lists, products and quotes in Salesforce
Support in developing a deal desk playbook
Proficiency in prioritizing and managing multiple concurrent deliverables for different end users is required.
Partner with Finance, Product and Enablement on changes in processes, policies, best practices and develop/execute on a rollout and training plan
Collaborative work with value engineering / sales teams
Ability to work well in a cross-functional environment and build support across a complex set of stakeholders is required.

Requirements

Equivalent experience or Bachelor's degree, preferably in Business, Finance, Economics, or Marketing.
7+ years' experience in Contract Management, Finance, Pricing, Sales Operations, or related fields preferred.
Experience driving operational improvements in a Deal Desk or Sales Operations including time in at least one high growth B2B SaaS company.
Excellent communication and critical thinking skills to understand sales policies and processes at a company and individual sales rep level.
Strong process thinking to drive continuous improvements to the Deal Desk.
Ability to work independently across multiple time zones and coordinate with management based in the US
Advanced Excel and PowerPoint skills
Expertise in general software pricing models
Solid experience working with Salesforce
Familiarity with usage based / consumption based pricing and modeling
Work across sales, legal, finance, and product to develop compelling deal structures
Experience with RFP / RFI responses and support
Global business experience preferred
Great attitude, energy, and effort

Why Menlo?

Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we're aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security's policy is to only accept resumes from agencies via Greenhouse (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.

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