The OpportunityIn this role, you will be responsible for managing and scaling a team of Deal Desk Analysts who build and influence deal structures for Adobe's largest enterprise transactions. We are looking for someone to partner with and become a trusted advisor for teams across the go-to-market ecosystem including Sales, Product Marketing, Legal and Accounting. This person's team acts as the primary point of contact and coordinator for all departments and key collaborators involved in large, complex and non-standard enterprise deals. They will build scalable solutions that help our sellers and global Deal Desk teammates make informed decisions to structure deals that drive long term value for Adobe and our customers.
What you'll Do- Collaborate with Sales leadership to develop pricing strategies and negotiate commercial terms for larger enterprise transactions.
- Develop subject matter expertise on pricing rules, bookings policy and broader company strategy, and build deal structures to ensure they are aligned with these objectives.
- Manage and scale a staff of 6 or more, responsible for daily quote handling and pricing approvals, ensuring adherence to company policy.
- Perform analysis on all non-standard and discounted deals in your assigned territory to make real time approval decisions.
- For our largest deals, present this analysis to more senior decision-makers in a clear and concise fashion that enables them to reach well-grounded conclusions.
- Act as the point of escalation with Sales leaders, and make prioritization decisions for deal-support matters.
- Develop robust and repeatable deal processes, finding opportunities for automation and simplification.
What you need to succeed- Proven experience leading successful teams for 3+ years.
- 5+ years in a Deal Desk, Finance, Sales Operations or related field, ideally with experience in the software industry.
- Proven ability to build relationships with and influence cross-functional teams and their leaders to achieve shared objectives
- Experience reading, writing and interpreting enterprise contract language.
- Bachelor's degree in Finance, Accounting, or Economics, or equivalent experience (MBA/CPA a plus).
- Experience with Salesforce or Microsoft Dynamics, and CPQ.
- Strong understanding of software revenue recognition and order processing principles.
- Strong experience working with enterprise sales teams.
Expected Pay Range:Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $109,700 -- $198,600 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
In California, the pay range for this position is $137,100 - $198,600
At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).
In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.
State-Specific Notices:California: 
