5-7+ years in Deal Desk, Finance, Pricing, or Sales Operations
Experience in SaaS, cloud, or technology sales preferred
Proven ability to independently manage complex deals
Strong knowledge of Salesforce, CPQ tools, and reporting platforms
Experience in contract management and negotiation preferred
Familiarity with AI or automation tools for deal desk efficiency a plus
Responsibilities
Serve as a trusted advisor to Sales leadership on complex deal structuring
Independently resolve non-standard deal requests with minimal oversight
Manage deals end-to-end, ensuring compliance with revenue recognition policies
Ensure accuracy of deal data in CRM and enforce pricing governance
Identify and lead process improvements, including automation and AI initiatives
Optimize policies and procedures for deal support and ensure team adoption
Mentor newer Revenue Operations Support Analysts and contribute to knowledge-sharing
Benefits
Remote work flexibility
Opportunities for professional development and mentorship
Access to cutting-edge tools and technologies
Collaborative work environment with cross-functional teams
Chance to influence and shape processes and policies
Full Job Description
We are seeking a Deal Strategy Program Manager to help us scale how we support our sales organization. This role is a critical partner to sales and collaborates closely with Finance, Legal, and Revenue Operations, helping move deals forward with speed, sound judgment, and operational rigor. Beyond executing day-to-day deal support, this role independently owns complex deals end-to-end, shapes the processes and systems the broader team relies on, and is a go-to resource for less-experienced teammates.
You'll play a central role in structuring deals, improving process quality, and helping our sales team close business efficiently and responsibly. We're looking for someone who operates with real autonomy, exercises sound judgment in ambiguous situations, and is energized by solving problems in a fast-paced environment. This is a strong next step for someone who has built foundational deal desk or revenue operations experience and is ready to own outcomes independently, influence process and policy, and begin mentoring others. What You'll Do
Own Deal Execution
Serve as a senior, trusted advisor to Sales leadership and cross-functional stakeholders on structuring and executing complex, non-standard, and high-value deals
Independently evaluate and resolve non-standard deal requests, driving cross-functional solutions across Sales, Finance, and Legal with minimal oversight
Own deals end-to-end through quoting, approval, contracting, and quote-to-cash - troubleshooting issues with Finance and Legal with urgency, accuracy, and attention to policy and business context
Ensure all transactions adhere to internal revenue recognition policies, escalating and resolving edge cases as needed
Present deal strategy recommendations and insights to senior stakeholders in a clear, concise, data-driven manner
Elevate Operational Quality
Ensure deal data is complete and accurate in CRM, with a focus on data hygiene and process compliance
Reinforce and help enforce pricing and discounting governance, exercising judgment in gray areas rather than simply applying rules
Define requirements for system enhancements (e.g., CRM, CPQ) in partnership with systems and RevOps teams
Drive Process Improvement & Scale
Proactively identify friction in current processes and lead improvements - including automation and AI (e.g., AI-assisted contract review, quote generation, deal analytics) - to increase speed, consistency, and scale, and reduce manual effort
Own the optimization of policies, playbooks, and standard operating procedures for deal support, and lead their rollout and adoption across the global team
Act as a go-to resource for other analysts on sales operations planning, process, and execution
Support & Mentor
Informally mentor newer Revenue Operations Support Analysts on deal structuring, systems, and policy
Contribute to internal knowledge-sharing - documentation, training sessions, and onboarding materials - recommending process changes and leading training so improvements scale beyond a single deal
What You'll Add to DigitalOcean
Business Degree
5-7+ years of experience (Deal Desk, Finance, Pricing or Sales Operations experience required), software industry experience preferred.
Demonstrated experience independently owning complex deals or projects, not just executing defined tasks
Experience supporting SaaS, cloud, or technology sales organizations
Strong fluency in systems like Salesforce, CPQ tools, and reporting platforms, with an eye toward data integrity for downstream reporting and forecasting
Sound judgment for navigating ambiguous or non-standard deal situations, knowing when to escalate versus resolve independently
A track record of recommending and helping implement process or policy improvements
Contract management and negotiation experience strongly preferred
Strong analytical and problem-solving skills with first-principles thinking
Self-starter mentality with a proactive eagerness to learn, mentor others, and level up the revenue operations team
Ability to manage multiple priorities and competing stakeholder needs in a fast-paced environment
Experience using or implementing AI or automation tools (e.g., generative AI, workflow automation, CPQ automation) to improve deal desk efficiency and accuracy a plus
