Deal Desk Manager

Company overview:

TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

Overview

As the Global Deal Desk Manager, you will lead our worldwide Deal Desk Center of Excellence reporting directly to the Vice President Revenue Operations. In this role, you will proactively partner closely with Finance, Sales, Sales Ops, and other key stakeholders to drive best practices for deal structuring, streamline global deal processes, and optimize deal performance. Your insights will shape our pricing strategies, support revenue growth, and ensure compliance with corporate policies.

Key Responsibilities

• Strategic Leadership & Global Operations: – Lead, grow, and manage the global Deal Desk team, establishing consistent standards and best practices across all regions. – Develop and implement global KPIs and metrics to monitor deal performance and drive continuous process improvements.
• Cross-Functional Collaboration: – Serve as the primary liaison between Finance, Sales, Sales Ops, Accounting, and Legal to ensure cohesive deal structuring and execution. – Facilitate strategic alignment on pricing, discounting, and revenue recognition guidelines.
• Deal Approval & Guidance: – Evaluate and approve deal restructurings with existing customers, ensuring alignment with established policies and accounting guidelines. – Set strategic guidance for deal terms, providing decision-making support and training to internal stakeholders and refining deal constructs as needed.
• Data-Driven Strategy & Reporting: – Generate comprehensive global Deal Desk reports that offer insights on deal volume, ARR, revenue performance, pricing trends, and exceptions.
• – Craft data-driven strategies based on customer segments, geographic trends, and market conditions to optimize deal structures.
• Process Automation & Technology Optimization: – Identify opportunities to automate and enhance the quote-to-cash process through tools such as Salesforce CPQ and other integrated systems. – Drive initiatives for system integration and technology adoption to improve deal efficiency.
• Team Development & Cross-Geography Coordination: – Mentor and develop a high-performing global team, ensuring seamless collaboration across multiple time zones and cultural contexts. – Act as a champion for continuous improvement and innovation within Deal Desk.
  
  

Qualifications

• Bachelor’s degree required with a minimum of 5 years of professional experience; 3+ years in a deal desk or related function within a high-growth SaaS or technology-driven organization preferred.
• Proven leadership experience, ideally managing global teams and initiatives, with a track record of cross-functional collaboration – particularly with Finance, Sales, and Sales Ops.
• Expertise in deal restructurings with existing customers, including software license, subscription, and renewal deals, with knowledge of booking, revenue recognition, and ASC606 compliance.
• Proficiency with Salesforce, CPQ, and other sales/finance systems, along with a strong analytical mindset for data-driven decision-making.
• Exceptional communication, negotiation, and organizational skills, with the ability to thrive in a dynamic, fast-paced environment and work across diverse geographies.
• Demonstrated ability to drive strategic initiatives, manage multiple priorities, and deliver results under tight deadlines.
  
  

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