About the roleIterable is looking for a Senior Deal Desk Analyst to be the trusted commercial partner to our Sales team and help build the next stage of our Deal Desk. You will lead our most complex deals today while designing the processes and tools that let us scale tomorrow.
This is a hands-on role for a true operator, someone who runs the day-to-day with confidence and solves problems without waiting to be asked. You will sit at the center of Sales, Customer Success, Finance, Legal, Billing, and Revenue Accounting, and you will often be the person who brings them together to get a deal done. Beyond individual deals, you will work directly with sales and operations leadership to design and implement the systems and processes behind how we sell.
In this role you'll get to:Own complex deals- Review deals and structure non-standard agreements end to end across the full customer lifecycle, from new business through expansion and renewal
- Advise account teams on discounting and the trade-offs across price, term, volume, and risk, and recommend structures that work for the customer and for Iterable
- Model deal economics, including margin, attach rate, and payment terms, and propose alternatives when a deal falls short of targets
- Evaluate non-standard terms for revenue recognition, billing, and compliance implications before they reach approval
- Make judgment calls on exceptions, own your recommendation through approval, and serve as the escalation point for the Deal Desk queue and GTM leadership
- Keep deals moving within internal SLAs, especially at month-end and quarter-end
Connect the teams around the deal- Be the central point of contact across Sales, Customer Success, Finance, Legal, Product, Billing, and Revenue Operations, coordinating the path to close
- Give sales leadership clear, timely visibility into deal status, risks, and blockers
- Coach sellers on pricing, discounting, and contract structure through deal reviews, office hours, and training built with Enablement
- Represent Deal Desk in cross-functional projects, such as new product pricing and packaging launches, and present recommendations to leadership
Build how Deal Desk scales- Spot bottlenecks in quoting, approvals, and contracting, then design and roll out the fix, including automation and AI-assisted workflows
- Design and implement improvements to our quoting and CPQ tools, partnering with systems teams from requirements through testing, rollout, and adoption
- Build and publish metrics on turnaround time, discounting and concession trends, and non-standard terms to inform pricing and policy decisions
- Oversee order entry and ensure Salesforce contract data is accurate and aligned with billing and financial reporting systems
- Own standard operating procedures, pricing guidelines, and approval documentation
We are looking for people who have:- 5+ years of experience, including 3+ years in Deal Desk, Revenue Operations, Sales Operations, or Finance at a B2B SaaS company. Earlier experience in management consulting, investment banking, or a similarly analytical role is a strong plus
- A track record of owning non-standard deals independently, from structuring through approvals to close
- Fluency in SaaS deal construction, including subscription and usage-based pricing models, margin analysis, and how contract terms affect booking, billing, invoicing, overages, and revenue recognition
- The ability to read, interpret, and draft commercial terms in order forms
- Strong financial modeling skills in Excel or Google Sheets, including scenario analysis
- Strong working knowledge of the Salesforce data model, including accounts, opportunities, contracts, orders, products, and price books, and how they connect from quote to order
- Hands-on experience with CPQ, including how pricing rules, approvals, and quote templates are configured
- The communication skills to influence without authority across Sales, Finance, Legal, and Customer Success: explaining complex trade-offs simply to anyone from a new rep to a senior executive, and steering disagreements to a productive outcome
- Sound judgment in ambiguity: knowing when to make the call, when to push back, and when to escalate
- A history of improving a process, not just running it, with examples you led from idea to adoption
- Curiosity about new tools, including AI, paired with good judgment on output quality and data privacy
- The ability to juggle competing priorities and stay detail-oriented during month-end and quarter-end crunch time
Bonus points:- Experience implementing, testing, or administering a CPQ system
- Salesforce Administrator certification or equivalent admin experience
- Previous experience with email marketing, push, or SMS software
- Experience in a pricing or deal strategy function
- Exposure to incentive compensation, SPIFFs, or commission calculations
