Manager, Deal Desk owns deal pricing, renewal pricing, deal structuring, and deal analytics for Netradyne's global enterprise business. This role is the commercial thought partner to Sales on how a deal should be priced and structured - balancing ARR growth, hardware and subscription margin, cash flow, contract term, and revenue recognition outcomes - and the analytical owner of how pricing and discounting perform in market. Netradyne sells an AI-powered, hardware-enabled SaaS platform, so the role requires fluency in bundled device and subscription economics, multi-year total cost of ownership, and the trade-offs between upfront hardware revenue and recurring revenue. Renewal pricing is one of the core responsibilities of this role: the candidate must own uplift and escalator policy, renewal price execution, co-term and true-up mechanics, and the pricing levers that protect net revenue retention at scale.
The role also owns the operating mechanics of the deal desk: quote and approval workflow, price book governance, non-standard terms, and deal desk service levels, in partnership with Sales, Finance, Legal, Product, and Business Systems. It supports strategic initiatives including the quote-to-cash process redesign, and AI-driven process automation. Reporting to the Sr. Director of Revenue Operations, this position will play a pivotal role in scaling and streamlining global deal operations, ensuring efficiency, and driving business outcomes. The ideal candidate will be comfortable operating in a high-growth, fast-paced environment and possess a blend of interpersonal and analytical skills to influence cross-functional teams.
ESSENTIAL FUNCTIONS:To perform this job successfully, an individual must be able to perform each essential function satisfactorily.
1. Deal Strategy, Structuring, and Process Management- Manage weekly, monthly, and quarterly deal booking and reporting.
- Process manage deal processes from structuring and pricing to final approval..
- Partner with Sales on advanced deal modeling for multi-year, multi-site, bundled hardware and subscription, and enterprise fleet-wide agreements.
- Structure commercially sound deals that balance ARR, hardware and services margin, cash flow, and revenue recognition outcomes; model TCO, payback, and the economics of term, volume, and ramp alternatives.
- Lead deal strategy on strategic, competitive, and non-standard transactions, including renewals, expansions, and partner- or channel-sourced deals.
- Address open-ended go-to-market questions and implement measurable solutions.
2. Pricing, Packaging, and Renewal Pricing Strategy- Develop and refine pricing and packaging strategies to ensure market competitiveness.
- Execute initiatives on pricing strategy, deal modeling, and value engineering.
- Manage price books to optimize sales cycles and margins.
- Own price book architecture, bundle definitions, discount curves, and approval thresholds across regions and routes to market (direct, channel, and OEM).
- Quantify price realization, discount leakage, and margin impact; recommend list price, floor price, and bundle changes supported by data.
- Build pricing scenarios and value-based justification that support competitive win strategy against primary competitors.
- Own renewal pricing strategy: standard uplift and escalator policy, multi-year price protection, and renewal floor and ceiling guardrails by segment, region, and route to market.
- Price renewals, co-terms, mid-term expansions, and true-ups, including hardware refresh, device swap, and end-of-life transitions.
- Model renewal outcomes against NRR and margin targets; identify underpriced and at-risk accounts ahead of the renewal window and recommend the pricing approach.
3. Deal and Pricing Analytics- Build and maintain deal desk analytics: discount performance by band, price realization, ASP, hardware and subscription attach rates, deal velocity, approval cycle time, and win/loss by deal structure.
- Deliver recurring and ad hoc analysis to CRO, CFO, and Sales leadership on pricing effectiveness, margin trends, and deal quality, with clear recommendations rather than raw data.
- Partner with Revenue Operations on forecast and funnel analytics where deal structure, pricing, or booking terms drive variance.
- Build and maintain dashboards (Tableau or Power BI) and ensure data integrity across Salesforce, DealHub, and NetSuite.
- Analyze renewal pricing performance: uplift realization versus policy, discount recapture at renewal, price sensitivity of churn and downgrades, and NRR contribution by segment.
4. Process Improvements and Enablement- Baseline deal desk metrics and processes to improve deal velocity and margins.
- Optimize approval workflows to minimize delay while ensuring a proper review cycle.
- Work closely with enablement team to identify and drive rapid adoption of best practices across teams.
- Partner with Business Systems and IT on AI-driven automation of quoting, approval, and deal review workflows.
5. Deal Advisory and Strategic Collaboration- Act as a trusted advisor to the sales team on deal strategies and compliance.
- Build strong partnerships with key stakeholders (e.g., Products, Finance, Legal) to expedite approvals.
- Coach Sales on negotiation strategy and alternatives to discounting - term, volume commitment, bundle mix, payment terms, and ramp - and on how to defend price in competitive cycles.
- Partner with Customer Success and Renewals on renewal negotiation strategy, concession guardrails, and escalation paths for price-sensitive accounts.
6. Compliance and Legal Coordination- Ensure adherence to legal and fiscal regulations in partnership with Legal and Accounting.
- Enforce compliance with quoting policies, including discounting and non-standard terms.
- Oversee non-standard deal requests, ensuring operational and revenue recognition standards.
- Advise on revenue recognition implications of bundled hardware and subscription offers, multi-element arrangements, and non-standard terms in partnership with Accounting (ASC 606).
SUPPORTIVE FUNCTIONS 1. Technology and Tool Management:
- Partner with Business Systems to build scalable quoting and deal management infrastructure.
- Evaluate and recommend relevant technologies that could enhance quote-to-cash cycle and GTM efficiency.
- Stay current on CPQ, CLM, and pricing technologies, and on AI-enabled automation applicable to quote-to-cash.
- Serve as SME on product packaging, price book architecture, and CPQ (DealHub), including renewal quote generation and automated uplift logic.
2. Training and Enablement:
- Assist in training and providing resources for the sales, marketing, and customer success teams to ensure effective use of tools.
- Create process documents, present during meetings, and offer one-on-one sessions as needed.
QUALIFICATIONS:- Integrity: Establish and maintain honest, effective relationships with all team members under GTM functions. Develop a reputation for being dependable, analytical and objective. and trustworthy. Adapt to change and shift gears comfortably.
- Innovation: Develop new ideas and suggest new approach to solve problems. Have self-knowledge and confidence to communicate, listen and persuade colleagues in an effort to improve GTM efficiency and accelerate revenue growth.
- Initiative: Work independently, work under pressure and meet deadlines. Prepare clear and concise reports without the need for constant management. Combine analysis, experience and judgment to make good decision in a timely manner. Tenacity to make important decisions with limited information and tight deadlines while learning to be flexible in other situations.
- Intelligence: Utilize relevant experience and resources to be very productive and efficient in planning and executing work. Orchestrate multiple activities at once to accomplish a goal. Seek input and advice from colleagues in order to receive more successful results pertaining to reports and projects. Focus on the achievement of goals that produce results.
- Interaction: Build morale and motivate the team with energy, encouragement and enthusiasm. Recognize solutions for difficult or conflict situations-seeking feedback on how to resolve issues. Distinguish the need to change the personal and interpersonal behavior of colleagues in an efficient matter. Eagerness to be part of a team-unit and cooperate in the accomplishment of departmental goals and objectives.
Professional Qualifications- Required
- Bachelor's degree in business, Finance, STEM, or a related field
- Minimum 5 years of experience in a Deal Desk, Revenue Operations, or Sales Operations role within a technology or SaaS company.
- Minimum 3 years of hands-on experience with Salesforce and a CPQ platform (DealHub, Salesforce CPQ, or equivalent)
- Proven track record in managing complex deals and managing pricing operations in a B2B environment, including new business and renewals
- Direct, hands-on ownership of renewal pricing in a subscription business: uplift and escalator policy, renewal quoting, price increase execution, and the analysis behind them
- Experience with B2B sales organizations and the ability to understand and navigate complex enterprise sales cycles
- Demonstrated ability to analyze deal economics and structure deals quantitatively, including gross margin, TCO, payback, and multi-year cash flow impact
- Experienced in building and managing multiple price books, approval matrices, and discount curves.
- Strong understanding of SaaS subscription and hardware-enabled business models and related KPIs (ARR, NRR, ASP, attach rate, gross margin, churn)
- Advanced analytical skills: expert-level Excel or Sheets financial modeling and proficiency with a BI tool (Tableau or Power BI); SQL strongly preferred
- Experience pricing bundled hardware and subscription offerings, or in a business combining upfront and recurring revenue
- Ability to translate pricing and deal data into concise, decision-ready recommendations for executive audiences
- Preferred
- Familiarity with revenue recognition standards (IFRS 15 / ASC 606) and their application in deal structuring.
- Team management experience
- Experience with a DealHub or comparable CPQ implementation, including price book and approval workflow design
- Implementation and/or operation experience of CLM (Contract Lifecycle Management) tool
- Operation experience with ERP (especially NetSuite)
- Experience supporting channel, partner, and international (EMEA) deal structures
- Experience with hardware-enabled SaaS business
- Exposure to AI or automation initiatives applied to quote-to-cash processes
- Experience working alongside a Renewals or Customer Success organization, including hardware refresh and device replacement at renewal
- Experience running a company-wide price increase or uplift program across an installed base
*Hybrid Work Schedule:We believe in the value of in-person collaboration while maintaining flexibility. Team members work from the office on
Monday, Wednesday, and Thursday, with remote work on
Tuesday and Friday.
Economic Package Includes: - Competitive Salary + eligibility for yearly bonus. The expected base pay range for this position is: Bay Area California $118,000 - $157,000/year
- Company equity
- Company Paid Health Care, Dental, and Vision Coverage for you and most of your dependents
- Generous PTO and Sick Leave
- 401(K) with generous company match
- Disability, Life Insurance and Ancillary Benefits
- And much more
California Pay Range
$118,000-$157,000 USD
