Manager, Deal Desk

Domo • Full-time • American Fork, UT, US • 1w ago

Company Overview

Domo puts data to work to help everyone multiply their impact. Domo gives every kind of user real-time insights they can act on, with secure, easy-to-use, AI-powered data experience that drive a culture of data curiosity.

Position Summary

This role is required to be in office 5 days a week.

The Manager, Deal Desk role is a strategic sales enablement function designed to support the global Sales team in structuring optimized deals that mutually benefit DOMO and its customers. The position is designed to drive large, complex and non-standard sales opportunities to closure by providing Sales teams with business process & policy insights as well as strategic and operational support.

Key Responsibilities

Acting as Sales-facing subject matter expert on deal structuring, processes and policies;
Collaborating with sales leadership and account executives to develop structuring and pricing strategies for complex transactions;
Advising Account Executives on contract objection-handling techniques, alternative contract options, and value propositioning to help close deals;
Interfacing with Legal to develop and enforce contract playbook requirements and escalation processes;
Helping AEs understand commission implications of different deal structures;
Managing complex, non-standard deals through the deal review process to assess risk and to ensure quality assurance, business and operational compliance, and optimal deal structure and pricing response;
Organizing and communicating business justification for non-standard terms to cross-functional stakeholders and direct-line approvers;
Elevating specialized issues to appropriate business partners for resolution and approval;
Driving internal stakeholder discussions and alignment on customer concerns or key business issues that arise during negotiations;
Developing robust and repeatable deal processes; identifying process improvement and sales training opportunities;
Developing tools that help the Sales team effectively price and structure deals while managing to certain business metrics and requirements;
Partnering with Finance & Accounting teams to review the financial implications and revenue recognition concerns for complex or non-standard deal structures;
Identifying deal structuring trends based on sales segment or industry vertical;
Clarifying, educating and gathering feedback from the sales team regarding policies.

Job Requirements

5 – 7+ years of experience in a finance, deal desk, legal, or sales operations role;
Experience in an enterprise B2B software sales environment with a proven understanding of SaaS agreements;
Experience in drafting/analyzing multi-element sales agreements, including subscription, services and support;
Strong research, analytical and problem-solving capabilities, combined with strong business judgment and an ability to present analysis in a clear and compelling manner;
Strong project management experience, with exposure to process improvement projects;
Demonstrated capability to build strong working relationships with internal stakeholder;
Strong communication, organizational and problem-solving skills;
Comfortable operating under pressure/with a sense of urgency;
Excellent oral/written communication skills;
Intermediate to advanced knowledge of Excel (e.g. Pivot Tables, Vlookups, ability to create ad-hoc models and analysis, etc.);
Previous hands-on experience with CRM (Salesforce.com) and ERP (Netsuite) is highly preferred;
Exposure to CPQ and Contract Lifecycle Management process is preferred;
Bachelor’s degree required.