Title:Deal Desk Analyst (Draft)
Reports to:Director, Revenue Operations
Department:Revenue Operations
The Deal Desk Analyst is a key member of Revenue Operations, responsible for enabling efficient, compliant, and scalable deal execution across the sales organization. This role partners across Sales, Finance, Legal, and Operations to review and structure transactions, ensuring alignment with pricing strategy, commercial policies, and financial objectives that support the end-to-end deal lifecycle.
Deal Desk plays a key role in accelerating sales cycles, providing consultative guidance on structuring accurate, timely, and policy-compliant quotes, and driving consistency in go-to-market execution.
Deal Structuring & Governance
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Review sales opportunities for accuracy, completeness, and compliance with pricing, discounting, and approval policies
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Evaluate deal structures (pricing, terms, bundles) against company strategy and financial targets
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Identify non-standard terms, risks, or exceptions and escalate with clear recommendations
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Partner with Sales to structure compliant, creative solutions for complex or strategic deals
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Ensure adherence to internal controls, audit standards, and revenue recognition requirements
Deal Execution & Lifecycle Management
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Monitor deal approval workflows to ensure timely completion of approvals and documentation
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Support the end-to-end deal lifecycle from quote through approval to booking readiness
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Maintain data integrity across CRM and RCA systems for deal and contract records
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Escalate any system or submission issues impacting deal flow for resolution
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Drive consistent use of sales tools, processes, and documentation standards
Quote Desk Support & Execution
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Advise Sales on quote structuring, including pricing, bundling, and discount configuration
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Validate quotes against established pricing policies and submission standards prior to approval
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Support creation and modification of quotes in CRM systems (D365/Experlogix and Salesforce RCA), including direct quote entry
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Act as a subject matter expert on quoting tools, configurations, and processes
Cross-Functional Partnership & Enablement
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Act as a trusted advisor to Sales on pricing policy, approvals, and quoting
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Partner with Finance, Legal, Operations, and Product to resolve issues and mitigate risk
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Collaborate with Sales Operations & Enablement on onboarding, training, processes, and policies
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Reinforce a culture of compliant, efficient, and disciplined deal execution
Reporting & Process Optimization
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Analyze deal and quote data for trends in discounting, cycle time, win rate, and policy adherence
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Monitor key KPIs including approval SLAs, exception rates, margin impact, and quote accuracy
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Investigate data discrepancies and support root cause resolution
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Generate insights to inform pricing strategy, sales performance, and operational improvements
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Drive continuous improvement of deal desk and quoting processes, SOPs, and workflows
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Identify opportunities to streamline operations and improve scalability
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Partner with Rev Ops to enhance CRM, quoting platforms, and approval automation tools
Documentation & Knowledge Enablement
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Develop and maintain documentation, playbooks, and guides for deal and quoting processes
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Identify recurring issues and create resources to reduce bottlenecks and improve consistency
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Support rollout of best practices and training with Sales Operations & Enablement
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Support knowledge transfer initiatives, including system transitions (e.g., Salesforce RCA)
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Perform other duties as required
Innovation
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Generates creative, solution-focused ideas that drive improvement and add value.
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Challenges conventional thinking, learns from setbacks, and delivers enhanced outcomes.
Accountability
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Takes full ownership to deliver assigned tasks, goals, and outcomes.
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Delivers high-quality work on time, with clear expectations and proactive communication.
Service Excellence
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Anticipates and responds to customer needs with professionalism, ensuring a positive and solutions-oriented experience.
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Collaborates across teams, applying feedback to continuously improve service quality and satisfaction.
Teamwork
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Works collaboratively with team members to achieve shared goals and support team success.
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Values diverse perspectives and fosters an inclusive, respectful, and collaborative team culture.
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Bachelor’s degree in Business, Finance, or a related field. Equivalent demonstrable experience will be considered.
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Minimum of 5 years of experience in Revenue Operations, Sales Operations, Deal Desk, Finance, or a related analytical or operational role.
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Experience working in a B2B sales environment is preferred.
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Strong attention to detail with the ability to review and validate data accurately.
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Analytical mindset with the ability to interpret data and identify inconsistencies or issues.
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Effective communication skills and ability to collaborate with cross-functional teams.
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Proficiency with CRM systems (e.g., Salesforce) and familiarity with CPQ tools is preferred.
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Intermediate Microsoft Excel skills, including data analysis and reporting.
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Ability to manage multiple tasks in a fast-paced, deadline-driven environment with accountability.
