The Deal Desk function partners across Chainalysis to help teams structure and execute complex commercial deals across the Americas. Combining commercial judgment with analytical rigor, the team develops solutions that meet customer needs while aligning with Chainalysis' pricing, product, and contractual guidelines.
You'll join a growing function working closely with Sales, Revenue Operations, Finance, Legal, Product, Marketing, and other teams. The team helps navigate deal complexity, bring clarity to commercial decisions, and move opportunities forward. This role offers broad exposure to Chainalysis' go-to-market operations and the opportunity to help shape how we support and scale commercial deals as the company grows.
In this role, you'll:- Support Sales teams in structuring, pricing, and quoting complex commercial deals, developing a deep understanding of Chainalysis' licensing, subscription, and pricing models to recommend deal structures that meet customer needs while aligning with company strategy and commercial guidelines.
- Review deal requests, analyze pricing and discounts, and present recommendations to business approvers, while providing guidance on negotiations, contract objections, alternative deal structures, and non-standard order-form requirements.
- Serve as a key point of contact for Sales on deal pricing, quoting, and deviations from standard processes, helping Sales leaders prioritize opportunities around month-end, quarter-end, and year-end deadlines.
- Troubleshoot complex quoting challenges in Salesforce CPQ and maintain a knowledge base of recurring deal issues to improve consistency and support Sales effectiveness.
- Partner closely with Legal, Product, Finance, Revenue Operations, and other cross-functional teams to resolve complex commercial requirements and support accurate forecasting and order booking.
- Identify and deliver process improvements, including enhancements to Salesforce workflows and system automation, to streamline deal desk operations and improve the overall sales process.
- Combine commercial judgment with analytical rigor to develop customer-focused solutions that align with Chainalysis' pricing strategy, product offerings, and contractual guidelines.
- Navigate increasingly complex commercial arrangements, providing strategic deal-structuring guidance as the business evolves towards consumption-based pricing models.
- Partner closely with Sales teams to structure, price, and quote complex deals. Develop deep expertise in Chainalysis' licensing, subscription, and pricing models to recommend commercially sound deal structures that balance customer needs, business objectives, and internal commercial guidelines.
We are looking for candidates who have/are:- 5 years of experience in Deal Desk or a related function, preferably within enterprise SaaS or financial technology.
- Proven experience structuring and reviewing complex SaaS transactions in a fast-growing, multinational company.
- Experience with Salesforce CRM and Salesforce CPQ, or similar quoting systems.
- Strong analytical skills, including pricing, discount, and commercial analysis.
- A solid understanding of Quote to Order processes within the Lead to Cash lifecycle.
- Experience partnering cross-functionally with Sales, Revenue Operations, Finance, Legal, Product, or other business teams.
- Strong judgment and communication skills, with the ability to influence stakeholders and manage competing priorities.
- The ability to work independently in a fast-paced environment and respond calmly to high-pressure requests.
- Strong organizational and workload-management skills, with the ability to prioritize based on risk and business needs.
- A proactive approach to improving processes and systems.
Language requirements:- English: Native or equivalent professional fluency
- Spanish: Required
- Portuguese: Preferred
Nice to have experience:- Supporting sales to crypto exchanges, fintech companies, or payment providers, particularly under consumption-based pricing models.
- Working with both SaaS and on-premise commercial models.
- Developing pricing frameworks, approval processes, or scalable Deal Desk operations.
- Knowledge of revenue recognition principles, including GAAP and ASC 606.
- Supporting Sales teams across multiple regions and cultures.
- Working with a consumption-based CPQ platform.
- Partnering with IT or Business Systems teams on Salesforce enhancements and automation.
Technologies we use:- Salesforce
- Salesforce CPQ
- Slack
- Google Workspace
- Microsoft Office
AI at ChainalysisAI is not a feature at Chainalysis - it is a new way of working. One that turns instructions into work done, and helps us move faster than the threats we're built to counter, and we expect our employees to take ownership of the output and ensure quality. As the world's most trusted blockchain analytics platform, Chainalysis sits at a rare intersection of proprietary data, regulatory relationships and crypto expertise that makes it uniquely placed to shape and lead the next era of AI-driven intelligence - and we expect everyone here, regardless of role, to be an active part of it.
AI fluency is tied directly to how we measure performance and how we plan to win. There is no substitute for your own curiosity. We provide the tools, workflows, and space to experiment - but the expectation is that you develop these capabilities yourself, bring ideas, and collaborate across teams to reinvent the way work gets done. We are not using AI to do less. We are using it to do what was never possible before.
