Deal Desk Jobs

DatadogHQI 93

G&A at Datadog rapidly scales the physical space, hiring, onboarding, and financial and legal systems to keep our business running in top form. As a Deal Desk Analyst, you will work cross-functionally with our Sales Operations, Billing, Contracts and Legal teams to provide quoting and deal structuring support to the Global Sales Team. This will be a growth position as Datadog’s business continues to expand. At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. What You’ll Do: Develop in-depth knowledge of Datadog’s licensing and pricing models to provide deal structuring and quoting support to our global sales teams Be a creative problem solver who finds a way to meet customers’ needs while adhering to Datadog’s selling policies Solve customer satisfaction issues following execution of the deal Actively negotiate deals directly with the customer as needed Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management Function as point of contact and subject matter expert for Sales on deal pricing matters Drive adherence to internal controls, protocols and business rules Partner with the team to identify and build AI-powered automations that improve deal desk efficiency and scale our operations Who You Are: At least 2years of overall experience including related processes such as sales operations, finance, sales strategy or sales enablement Working knowledge of revenue recognition principles Strong attention to detail Ability to multi-task Strong communication skills Ability to work in fast paced, high pressure environment Strong quantitative skills Strong MS Word, Excel and PowerPoint skills Bonus Points: Experience with Salesforce and CPQ Hands-on experience using AI tools such as Claude, ChatGPT, or similar — and a genuine interest in applying AI to automate and scale business processes Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your skills, we encourage you to apply. Benefits and Growth: Generous and competitive benefits package New hire stock equity (RSUs) and employee stock purchase plan Continuous career development and pathing opportunities Product training to develop an in-depth understanding of our product and space Best in breed onboarding Internal mentor and buddy program cross-departmentally Friendly and inclusive workplace culture Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog. #LI-Hybrid About Datadog: Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram , LinkedIn, and Datadog Learning Center. Equal Opportunity at Datadog: Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference. Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form . This form is for accommodation requests only and cannot be used to inquire about the status of applications. Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice . For information on our AI policy, please visit Interviewing at Datadog AI Guidelines .

SpeakHQI 93

About us Our mission is to reinvent the way people learn, starting with language. Learning a language can change a life by opening doors to new cultures, careers, and communities. Two billion people around the world are actively trying to learn a language, but the best way to learn (one-on-one tutoring) is hard to access at scale and hasn’t been meaningfully improved in decades. Speak is building a human-level, AI-powered tutor in your pocket: a conversation-first experience that lets learners actually speak, get instant feedback, and progress through carefully designed lessons. The result is a complete path from beginner to confident speaker across multiple languages. Speak first launched in South Korea in 2019, where Speak has now become the number one language learning app, and we now serve learners across many markets and 15+ languages. Speak is one of the world’s leading AI companies, with over $150m raised in venture investment from OpenAI, Accel, Founders Fund, Khosla Ventures, and more, with a distributed team across San Francisco, Seoul, Tokyo, Taipei, and Ljubljana. About This Role Every month, more than a hundred B2B deals close across Speak's APAC business. There’s meaningful room to improve how we invoice, how we set deals, and how we proactively set what’s best for our customers and for our business. We're looking for a contract Deal Desk Manager based in Seoul to kick off these improvements: advising on deal structure while deals are still moving, and writing down the standard that keeps them clean. You'll be the first deal desk working APAC hours. Part of the job is the daily work: advising deal owners, checking order forms and evidence, and reconciling Closed Won deals against contracts and provisioned seats. The bigger part is making that work shrink. Our deal structuring standard exists today in decided cases. You'll extract it into a written standard, draft the pricing bands and tier definitions for sign-off, and spec the CRM checks that enforce it. This is a 12-month, full-time contract role based in Seoul, reporting into the local APAC Finance Manager, with room to extend based on performance and business needs. What you'll be doing • Own deal structure advice before signature: term, billing shape, seat and enrollment basis, and what our paper and systems can actually carry • Apply our deal tiers and billing standards before signature, keeping Tier 3 and 4 (SMB deals) on standard paper with only pre-approved redlines, routing exceptions early so deals still close, and surfacing Tier 1 and 2 (mid-market to enterprise) key terms to Rev Ops and Legal early • Build our written deal structuring standard from existing precedent, and draft the discount bands, price bands and tier definitions for sign-off by the sales leader, Rev Ops and Legal • Review deals and order forms before they move: required fields, approval routing, pricing inside the tier table, signature authority, and the evidence pack • Reconcile every Closed Won deal against the contract, the evidence and the seats provisioned, and send mismatches back to the deal owner until they are fixed • Track recurring errors to their root cause and fix them at the source, whether that means a clearer standard, a conversation with Sales, or a CRM check with Sales Ops, so the same correction is never needed twice What we're looking for • 4+ years in deal desk, deal operations, or pre-signature commercial review for B2B, advising sales teams on how to structure deals, not only checking them • Track record enforcing a pricing, discount, or contract policy with sales reps, including holding the line on deals under close pressure, while knowing what can flex and what needs approval • Precision reading a signed contract against a CRM record line by line: amount, TCV, line items, dates and billing fields • Experience turning precedent or informal practice into a written standard, guideline, or approval matrix that stakeholders signed off on • Business-level Korean, including reading contracts, price tables and business registration certificates in Korean • Fluency in business English; communicating with the global team at Speak on a daily level should not be a blocker to get things done While it's not required, it's an added plus if you also have: • Hands-on experience with Salesforce or HubSpot quote-to-cash • Experience writing CRM field and validation requirements for a systems team • Exposure to multi-market APAC deals or Korean tax invoice mechanics Why work at Speak • Join a fantastic, tight-knit team at the right time: we're growing very quickly, we've most recently raised our Series C from some of the top investors in the valley, and we've achieved product-market fit in our initial markets. You'd join at a magical time when a single person could significantly change the course of the company. • Do your life's work with people you’ll love working with: we care strongly about our craft and want every person at Speak to feel like they're growing every day. We believe in the idea that working with people you both enjoy and have respect for makes everything better. We hire thoughtfully and only work with people we admire deeply. • Global in nature: We're live in over 40 countries and launching in a number of new markets soon. We have dedicated offices in San Francisco, Ljubljana, Seoul, Tokyo, and Taipei, and you’ll have the opportunity to talk to users in each of these regions on a regular basis as well as travel. • Impact people's lives in a major way: Learning a language is one of the single most life-changing skills one can learn, and right now 99% of people never achieve their goal because the process is broken. We’re helping millions of people achieve their goals and improve their lives. Speak does not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

AnaplanHQI 86

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market. What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture. Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform. Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating our wins – big and small. Supported by operating principles of being strategy-led, values -based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let’s build what’s next - together! Summary of Role We are seeking an experienced Cloud Deal Desk leader to run our AMER Deal Desk. This is a player-coach role: the Director personally handles a significant share of the region's most strategic deals, working with the field to design value-based offers for many of Anaplan's largest customers, while also leading and developing the AMER team, serving as the trusted Deal Desk partner to GTM AMER leadership and Finance, and owning cross-functional projects that improve how we quote, contract, and close. The Director carries out the core responsibilities of the Strategic Deal Manager role day to day, and sets the standard for the Strategic Deal Managers and Senior Analysts on the team. They exercise independent judgment, navigate ambiguity, and give Sales leaders clear, well-reasoned recommendations. When a deal hits an obstacle, they partner with the field and business partners to find a workable resolution that serves the customer and protects Anaplan. They actively participate in sales forecasting and deal reviews, and work closely with Sales, Product COEs, Finance, Legal, Revenue Recognition, and the global Deal Desk team. Responsibilities 1. Strategic Deal Execution Aligned to the Strategic Deal Manager role. • Provide expert guidance to the Sales field and Sales Leadership on deal structuring, pricing, and contract management for the largest and most complex AMER opportunities • Design value-based offers with the field; work with Product COEs to structure offers that include Anaplan's latest and most innovative offerings, unlocking value for the customer and driving adoption • Participate in deal reviews with Sales and Sales Leadership to help drive account-level strategy on pricing and deal structure • Review, interpret, and confirm contract terms and conditions; work closely with Finance and Legal to ensure contracts are accurate and compliant with internal policies and external regulations • Draft, redline, and finalize contracts, including new business, add-ons, and renewals for Cloud Subscription Services • Lead the Deal Desk approach to cloud marketplace deals in AMER, including private offers sold through the major cloud provider marketplaces • Guide Sales and Alliances on structuring marketplace deals, including pricing, term alignment, and contracting through marketplace paper • Hold deal approval authority in line with Anaplan's official approval guidelines, reviewing and approving deals for customers and prospects, and acting as the final regional escalation point for structure, pricing, and non-standard terms • Process deals in Salesforce and CPQ, ensuring they are structured and processed efficiently and align to company policy • Identify commercial, legal, financial, and revenue recognition risks early; anticipate issues and act to resolve them using professional judgment, company policy, and procedure • Partner with Finance and Revenue Recognition to confirm pricing accuracy and rev rec treatment • Participate actively in sales forecasting activities and end-of-quarter execution with deal status, risk analysis, and clear communication 2. Team Leadership • Lead, coach, and develop the AMER Deal Desk team of 6, covering all of AMER and part of a global Deal Desk team of 19, including Strategic Deal Managers and Senior Analysts • Set priorities, manage workload and coverage, especially through quarter-end peaks • Run performance management, goal setting, feedback, and career development, including promotion cases and succession planning • Hire, onboard, and train new team members • Raise the team's skills in deal structuring, contract judgment, and stakeholder communication, and close any skills gaps between deal management levels • Build a culture of ownership, quality, customer-first thinking, and continuous improvement 3. Programs, Process Improvement, and Enablement • Own and/or participate in cross-functional projects and process improvements across Commercial Operations and Finance processes, extending beyond AMER where needed, from scoping through rollout and adoption • Lead functional projects and process improvements for quoting and contracting, including CPQ and contract lifecycle management (CLM) workflows, configuration, and automation, working with the relevant business and systems teams • Act as a delegate for select global projects, including CPQ implementation, taking ownership of workstreams or whole projects when assigned by Deal Desk and Commercial Operations leadership • Independently drive efficiency and process improvements; support commercial projects as requested by the VP, Commercial Ops and/or the Global Head of Deal Desk, including UAT and new process documentation • Drive documentation, playbooks, and standard work so the team and field operate consistently • Support field enablement on policy changes, pricing and packaging updates, and new SKUs, working with the Pricing and Product teams • Use deal and cycle-time data to identify bottlenecks and measure improvement • Collaborate with the global Deal Desk team to align AMER practices with global standards and contribute regional input into global programs 4. Sales Leadership and Finance Partnership • Serve as the primary Deal Desk contact and trusted business partner for GTM AMER leadership and Finance, attending regional leadership forums, forecast calls, and pipeline reviews as the Deal Desk voice • Anticipate demand and flag trends in deal patterns, discounting, and non-standard requests; advise on how to structure the business for faster, cleaner closes, and maintain clear escalation paths so the field knows when and how to engage Deal Desk • Partner with Sales to find solutions that close deals while protecting margin, compliance, and revenue quality, building Anaplan's corporate goals into the design of commercial offers 5. Governance and Compliance • Own AMER adherence to deal approval, pricing, contracting, and revenue recognition policies • Ensure deal documentation is accurate, auditable, and complete • Partner with Legal and Finance on policy exceptions, contract templates, and regulatory or customer-driven requirements • Maintain up-to-date knowledge of Anaplan's products, pricing models, and go-to-market strategy Profile of the Ideal Candidate Experience and Skills • 7+ years of professional Deal Desk experience within SaaS • 3+ years of people management , ideally leading analysts or managers in a deal desk or commercial operations environment • Proven track record handling complex, high-value enterprise SaaS deals, including non-standard terms and multi-year structures • Excellent understanding of Deal Support topics: hybrid and consumption pricing, deal structuring, contracting, and order management, with familiarity with revenue recognition policies • Deep understanding of commercial legal terms and conditions • Outstanding business partnering skills, able to influence outcomes with the Sales field, Product COEs, GTM Legal, and Finance • Strong oral and written communication and excellent documentation skills • Strong proficiency with Salesforce (SFDC) and CPQ required, including configuring, reviewing, and processing deals end to end • Conga experience a plus • Proficiency with AI tools and agents, including Google Gemini, and comfort adopting AI-assisted workflows to improve quote construction, contract review, and team productivity • Strong Excel, contract review, and business writing skills; FP&A experience a strong plus Attributes • Customer first: a customer-first perspective and ethos in how offers are designed • Sound commercial judgment: weighs revenue, margin, risk, and customer outcome, and can defend a recommendation • Credible with senior stakeholders: builds trust with Sales leaders and executives, and guides decisions with data and clear rationale • Product-curious: learns Anaplan's products quickly and can articulate the value they deliver to customers • Strong communicator: clear and concise across Zoom, Slack, email, and in leadership forums • Builder and coach: develops people and raises the bar for the team • Systematic thinker: spots recurring problems and fixes the process, not just the instance • Organized and dependable: prioritizes well and meets deadlines under quarter-end pressure • Collaborative: works as a peer with Finance, Legal, Rev Rec, Product COEs, and global Deal Desk counterparts Base Salary Range: $152,000 — $219,000 USD Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB) We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper – this is what drives our innovation, it’s how we connect, and it contributes to what makes us a market leader. We believe in a hiring and working environment where all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your authentic self to work every day! We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation. Fraud Recruitment Disclaimer It has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondence, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcements is to obtain privileged information from individuals. Anaplan does not: • Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video or in person. • Send job offers via email. All offers are first extended verbally by a member of our internal recruitment team whenever possible and then followed up via written communication. All emails from Anaplan would come from an @anaplan.com email address. Should you have any doubts about the authenticity of an email, letter or telephone communication purportedly from, for, or on behalf of Anaplan, please send an email to [contact via application link] before taking any further action in relation to the correspondence. Privacy & AI Notice C andidate data processed during our recruitment activities is handled in accordance with our Candidate Privacy Notice . This may include the use of artificial intelligence or automated tools to assist our team in evaluating qualifications.

DatadogHQI 93

As a Senior Deal Desk Analyst, you will work cross-functionally with our Sales Operations, Billing, Contracts and Legal teams to provide quoting and deal structuring support to the Global Sales Team. This will be a growth position as Datadog’s business continues to expand. At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them What You’ll Do: Develop in-depth knowledge of Datadog’s licensing and pricing models to provide deal structuring and quoting support to our global sales teams Be a creative problem solver who finds a way to meet customers’ needs while adhering to Datadog’s selling policies Solve customer satisfaction issues following execution of the deal Actively negotiate deals directly with the customer as needed Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management Function as point of contact and subject matter expert for Sales on deal pricing matters Drive adherence to internal controls, protocols and business rules Who You Are: Experienced in 4+ years of Deal Desk experience Confident in deal structuring/quoting complex SaaS transactions for a fast-growing global company Knowledgeable of revenue recognition principles Comfortable representing the company to customers in negotiations and resolving customer satisfaction issues Strong in your attention to detail and communication skills Able to work independently and multi-task in fast paced, high pressure environment Data-driven with strong quantitative skills Analytical with the ability to approach a problem from multiple perspectives Bonus Points: Experience with Salesforce and CPQ Advance level with MS Excel or similar. Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your skills, we encourage you to apply. Benefits and Growth : Generous and competitive benefits package New hire stock equity (RSUs) and employee stock purchase plan Pet adoption assistance and insurance program Continuous career development and pathing opportunities Product training to develop an in-depth understanding of our product and space Best in breed onboarding Internal mentor and buddy program cross-departmentally Friendly and inclusive workplace culture Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog. RECRUITER TAG GOES HERE About Datadog: Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram , LinkedIn, and Datadog Learning Center. Equal Opportunity at Datadog: Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference. Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form . This form is for accommodation requests only and cannot be used to inquire about the status of applications. Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice . For information on our AI policy, please visit Interviewing at Datadog AI Guidelines .

SnowflakeHQI 93

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. As Senior Director of Worldwide Deal Desk at Snowflake, you'll be central to the company's growth. You'll partner closely with Sales leadership to structure, review, approve and negotiate our most complex and strategic opportunities. You'll lead a global team of Deal Desk professionals who connect Sales with Legal, Finance, Revenue Accounting, Services and Operations, so deals close quickly, compliantly and profitably. You'll also lead the Deal Desk's shift to an AI-native organization, using Snowflake's own AI capabilities to change how deals get built, reviewed and approved. AS A SENIOR DIRECTOR, WW DEAL DESK AT SNOWFLAKE, YOU WILL: - Lead, scale and develop a global team of Deal Desk professionals that supports Sales across all regions and time zones. - Be a trusted advisor to Sales leadership on deal structure, pricing, discounting and negotiation strategy for complex, high-value consumption and multi-year agreements. - Coordinate cross-functional input from Sales, Legal, Revenue Accounting, Finance, Services, Operations, Product and Engineering to move deals from structure to signature efficiently. - Own deal review and approval governance, making sure deals follow company policies, revenue recognition requirements and risk thresholds. - Partner with Finance, Legal and RevOps leadership to define and evolve policies, approval matrices and deal processes, and drive their adoption across the field. - Define and report on Deal Desk KPIs (deal cycle time, approval SLAs, discount trends, non-standard term usage, etc.) to give executives insight into deal health and commercial risk. - Lead the AI transformation of the Deal Desk. Working with Data Analytics and Enterprise Technology, build an AI-native organization: deploy AI agents and copilots for deal structuring guidance, pricing recommendations, contract review and redlining, approval routing, and deal risk scoring. - Champion AI adoption across the team. Build AI fluency, redesign workflows around automation, and measure the impact on productivity, cycle time and deal quality. OUR IDEAL SENIOR DIRECTOR, WW DEAL DESK WILL HAVE: - Bachelor's degree in Business Administration, Finance, Economics or a related field, or equivalent experience. - 15+ years of experience across deal desk, procurement, sales finance, commercial finance, pricing, contract negotiation or sales operations, including significant time leading global teams. - Deep experience structuring and negotiating complex enterprise contracts with long sales cycles. - Ability to read, interpret and draft commercial terms and conditions. - Strong understanding of revenue recognition (ASC 606) and US GAAP. - Strong knowledge of SaaS and consumption-based business models, including commit, capacity and usage-based pricing. - Demonstrated AI proficiency: hands-on experience applying generative AI, LLM-based tools or automation to finance, sales operations or deal workflows, plus a clear view of where AI does and doesn't belong in governance-heavy processes. - Track record of designing and rolling out complex finance systems, processes and tools (for example CPQ, CLM, CRM). - Ability to break down complex issues and explain them clearly to everyone from frontline sellers to the C-suite. - Excellent written and verbal communication, presentation and executive stakeholder skills. - A builder's mindset: comfortable with ambiguity, high deal velocity and quarter-end pressure, and motivated by helping Sales win. DESIRED SKILLS/EXPERTISE: - Track record of driving cross-functional alignment and managing strategic relationships across Sales, Legal and Finance. - Proven experience designing deal approval governance and commercial risk mitigation frameworks. - Strong leadership in hiring, coaching and developing talent across distributed global teams. - Experience leading AI or automation programs that delivered measurable gains in efficiency or quality. - Familiarity with data platforms and analytics (Snowflake experience a plus). - MBA or equivalent work experience. Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact? For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com http://careers.snowflake.com

snowflakeHQI 86

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. As Senior Director of Worldwide Deal Desk at Snowflake, you'll be central to the company's growth. You'll partner closely with Sales leadership to structure, review, approve and negotiate our most complex and strategic opportunities. You'll lead a global team of Deal Desk professionals who connect Sales with Legal, Finance, Revenue Accounting, Services and Operations, so deals close quickly, compliantly and profitably. You'll also lead the Deal Desk's shift to an AI-native organization, using Snowflake's own AI capabilities to change how deals get built, reviewed and approved. AS A SENIOR DIRECTOR, WW DEAL DESK AT SNOWFLAKE, YOU WILL: - Lead, scale and develop a global team of Deal Desk professionals that supports Sales across all regions and time zones. - Be a trusted advisor to Sales leadership on deal structure, pricing, discounting and negotiation strategy for complex, high-value consumption and multi-year agreements. - Coordinate cross-functional input from Sales, Legal, Revenue Accounting, Finance, Services, Operations, Product and Engineering to move deals from structure to signature efficiently. - Own deal review and approval governance, making sure deals follow company policies, revenue recognition requirements and risk thresholds. - Partner with Finance, Legal and RevOps leadership to define and evolve policies, approval matrices and deal processes, and drive their adoption across the field. - Define and report on Deal Desk KPIs (deal cycle time, approval SLAs, discount trends, non-standard term usage, etc.) to give executives insight into deal health and commercial risk. - Lead the AI transformation of the Deal Desk. Working with Data Analytics and Enterprise Technology, build an AI-native organization: deploy AI agents and copilots for deal structuring guidance, pricing recommendations, contract review and redlining, approval routing, and deal risk scoring. - Champion AI adoption across the team. Build AI fluency, redesign workflows around automation, and measure the impact on productivity, cycle time and deal quality. OUR IDEAL SENIOR DIRECTOR, WW DEAL DESK WILL HAVE: - Bachelor's degree in Business Administration, Finance, Economics or a related field, or equivalent experience. - 15+ years of experience across deal desk, procurement, sales finance, commercial finance, pricing, contract negotiation or sales operations, including significant time leading global teams. - Deep experience structuring and negotiating complex enterprise contracts with long sales cycles. - Ability to read, interpret and draft commercial terms and conditions. - Strong understanding of revenue recognition (ASC 606) and US GAAP. - Strong knowledge of SaaS and consumption-based business models, including commit, capacity and usage-based pricing. - Demonstrated AI proficiency: hands-on experience applying generative AI, LLM-based tools or automation to finance, sales operations or deal workflows, plus a clear view of where AI does and doesn't belong in governance-heavy processes. - Track record of designing and rolling out complex finance systems, processes and tools (for example CPQ, CLM, CRM). - Ability to break down complex issues and explain them clearly to everyone from frontline sellers to the C-suite. - Excellent written and verbal communication, presentation and executive stakeholder skills. - A builder's mindset: comfortable with ambiguity, high deal velocity and quarter-end pressure, and motivated by helping Sales win. DESIRED SKILLS/EXPERTISE: - Track record of driving cross-functional alignment and managing strategic relationships across Sales, Legal and Finance. - Proven experience designing deal approval governance and commercial risk mitigation frameworks. - Strong leadership in hiring, coaching and developing talent across distributed global teams. - Experience leading AI or automation programs that delivered measurable gains in efficiency or quality. - Familiarity with data platforms and analytics (Snowflake experience a plus). - MBA or equivalent work experience. Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact? For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com http://careers.snowflake.com

Academic Work Sweden ABHQI 82

Our client, a global SaaS leader in database technology, seeks structured Deal Desk Analysts to support their international sales team through Q4. Join their fast-paced team and help process complex enterprise deals worldwide. About the role In this role, you will act as the crucial bridge between sales teams and key internal functions. While you won't attend customer meetings directly, you will maintain continuous dialogue with sales representatives via systems and phone to ensure both internal compliance and client needs are met seamlessly. You will join a global Deal Desk team led by a Malmö-based manager, collaborating closely with colleagues in the US as the central hub for structuring global deals and contracts. As the company navigates an intense fourth quarter, immediate support is needed. This consultancy assignment initially runs through the end of January. However, with clear plans to expand the team, strong performance in this role offers excellent prospects for an extension. Work tasks Order and Flow Management: Receive, log, and prioritize all incoming requests in Salesforce. You will ensure the right people are assigned to the relevant cases. Quotes & Contracts: Administer standard agreements, prepare documents for e-signing, and structure sales quotes. You will ensure that licensing periods, product combinations, and discounts are accurate. Sales Support: Serve as an advisory point of contact for sales representatives when they need assistance structuring a deal in the system. Revenue Logging in the System: Ensure deals are properly entered into Salesforce in compliance with internal revenue recognition policies (actual financial bookkeeping is handled by Finance). Ad-hoc & Administration: Complete vendor and security questionnaires from clients, and collaborate with Finance regarding invoices, payment schedules, and terms. We are looking for Requirements (Must-haves): Previous experience in administrative work within order management, contract administration, or Sales Operations. Understanding of the Sales Process: Fundamental understanding of contract terms, licensing periods, and discount structures. Preferences (Nice-to-haves): Experience with revenue recognition or basic financial processes related to order flows. Background from B2B companies or SaaS organizations with subscription- or license-based business models. As a person you are: Communicative. Proactive. Detail-oriented with a strong numerical sense. Self-driven and a fast learner. Our recruitment process This recruitment process is handled by Academic Work and it is our client’s wish that all questions regarding the position is directed to Academic Work. Our selection process is continuous and the advert may close before the recruitment process is completed if we have moved forward to the next phase. The process includes two tests: one personality test and one cognitive test. The tests are tools to find the right talent for the right position, to enable equality, diversity, and a fair process.

harveyHQI 83

WHY HARVEY At Harvey, we’re transforming how legal and professional services operate. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come. This is a rare chance to help build a generational company at a true inflection point. We have strong product-market fit and world-class investor support. We’re scaling fast and defining a new category in real time. The work is ambitious, the bar is high, and the opportunity for growth — personal, professional, and financial — is unmatched. Our team moves fast, takes ownership, and is deeply committed to the mission — operating with intensity, staying close to our customers, and pushing each other for excellence. We live by three values: Decisiveness, Simplicity, and Job's Not Finished. We act quickly on clear judgment over perfect information, we believe simplicity is what scales, and we're never satisfied with where we are. If you want to do the best work of your career alongside people who share that drive, we'd love to build with you. At Harvey, the future of professional services is being written today — and we’re just getting started. ROLE OVERVIEW Harvey is building its first Deal Desk presence in APAC, and this is the first hire. You will be the commercial subject matter expert for our APAC go-to-market teams across Australia, Japan, Korea and the wider region. You will help AEs shape, price, negotiate and closedeals, and make sure those deals are captured accurately in our quote-to-cash systems. This is a hybrid role covering deal strategy and deal operations. You will report to the Head of Deal Desk, who is based in the US, and work closely with APAC GTM leadership, RevOps, Pricing and Packaging, Legal, Finance and Product. WHAT YOU’LL DO DEAL STRATEGY - Partner with AEs at every deal stage on structure, pricing and negotiation, not just at contracting - Build scenario-based pricing models (usage projections, ARR impact, credit allotment sizing) and use product telemetry to connect customer usage to price and value - Act as the expert on Harvey’s move to consumption-based pricing, and help AEs explain it to law firm and in-house customers - Handle redlines and non-standard requests with Legal, Finance and Product;summarize and escalate approvals - Build and maintain field-facing playbooks covering what is allowed, fallback positions and approval paths - Deliver enablement to the APAC field on pricing and deal best practices - Join customer calls where you can add value - Track the commercial pulse of the region and proactively raise trends and insights to Deal Desk and GTM leadership DEAL OPERATIONS - Review, validate and process orders for accuracy, policy compliance and booking readiness - Act as the first line of support for Salesforce and CPQ quoting, approvals and opportunity hygiene - Manage and triage the regional Deal Ops ticket queue - Contribute to CRM and CPQ enhancements through requirements, UAT and rollouts of new workflows or guardrails WHAT YOU BRING - 4+ years in Deal Desk, Commercial or Sales Operations, or RevOps supporting deal construction, with hands-on experience in both strategy and operations - Experience with consumption or usage-based pricing (big data, cloud infrastructure or AI platforms are a strong plus) - Pricing models and scenario analyses you built yourself and used in live deals - Experience with Salesforce and CPQ (e.g. Salesforce CPQ, DealHub) and quote-to-cash processes - Experience delivering field enablement and creating playbooks or process documentation - Clear, concise and measured communication with AEs, executives and cross-functional partners - Calm under pressure, and able to say no while staying a trusted business partner - Comfortable working autonomously with a manager in another time zone, and thriving through constant change - Uses AI tools to work more efficiently WHY JOIN - You will be the first Deal Desk hire in APAC, joining early in Harvey’s regional growth - You will shape how Harvey prices and sells as it moves to consumption-based pricing - Strong, structured onboarding followed by real autonomy - A potential long-term path to leading Deal Desk in the region as the team grows ADDITIONAL INFORMATION - Location: Sydney, NSW (Hybrid with flexibility) - Work eligibility: Must have valid Australian work rights; Harvey does not currently offer visa sponsorship for this role WHAT WE OFFER - Structured hybrid working arrangement: 3 days in our Sydney office, 2 days working from home - Health Coverage: Fully covered private hospital insurance, plus extras for dental, optical, physio, mental health, and more. - Family & Fertility Support: Support for fertility treatments, adoption, and surrogacy through Carrot. - Retirement & Security: Comprehensive coverage designed to support your long-term well-being. - Paid Leave: Paid annual leave, sick leave, and fully paid parental leave for all parents. - Wellness & Perks: Daily in-office lunch, wellness memberships through Wellhub, and monthly commuting support. - Professional Development: Annual support for courses, certifications, conferences, and books. - Remote Work Allowance: Monthly support for home office, internet, and phone expenses. - Harvey Holiday: After four years, enjoy a four-week paid sabbatical to rest, travel, or explore new experiences. DEPENDING ON YOUR LOCATION, AN APPLICANT PRIVACY NOTICE MAY APPLY TO YOU. YOU CAN FIND ALL OF OUR APPLICANT PRIVACY NOTICES HERE https://harveyai.notion.site/Harvey-Candidate-Privacy-Notices-319ac3fcdd7a803bb807d5094f249922?pvs=74. #LI-EP3 Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made by emailing [contact via application link]

ElasticHQI 93

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What is The Role As a Deal Desk Analyst, you'll play a key role in supporting our sales team by streamlining processes and ensuring that deals are structured effectively. This position offers the chance to work closely with cross-functional teams, allowing you to gain insights into various aspects of the business while making a tangible impact on our success. If you're looking for a role where your commercial acumen, analytical skills, and collaboration can thrive, we'd love to hear from you. What You Will Be Doing Act as a business partner to Sales and Finance in developing strategies for complex deals with a focus on financial and revenue compliance Execute against and maintain EMEA geographic Deal Desk support framework Provide Deal Desk support for super-geo Manager Enforce and manage approvals for non-standard deals and effectively collaborate across Sales, Finance, and Legal Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and business terms to support sales efforts Strong presence and communication with the Field. Ability to execute strategies and manage under supervision sales enablement, deal optimization, profitability and strategic positioning initiatives Drive and execute decision reviews, approvals, and executing across competencies (quoting, legal, revenue, etc.) Support the global Deal Desk leadership to deliver consistent and exceptional support to our sales organization Propose and execute initiatives as part of the long term strategy for the Deal Desk team and business High-energy, team-first attitude: motivated to work collaboratively in a fast-paced, ever-changing environment to help our growing business Deal Management Assess Financial and revenue risk on non-standard deals and understand and embed financial/legal compliance Propose and incorporate custom terms and legal edits into order forms and contract documents Deal Strategy: support Field by helping to assess the deal cycle and collaborate on deal/negotiation strategy Collaborate with sales on commercial models to bring customer's requirements and the best position for Elastic long-term together Coordinate and manage cross-departmental approvals outside of standard systematic workflow Maintain and update repository of legal language templates for non-standard deals for specific offerings Understand and enforce revenue recognition policies across all deals Support RFP/RFI/Vendor Questionnaires and drive the enablement process related to such requests. Quote-to-Cash Create and manage systematic CRM workflows around Deal Desk sales engagement and Revenue team alerting for non-standard orders Follow different Conduct due diligence and construct financial and legal requirements for changes in existing offerings and launch of new offerings Identify gaps in current Deal Desk processes (both operational and systematic) and create improvements for efficiencies General experience in building IT requirements and enhancements, and project management What You Bring Bachelor’s degree in Finance or related competency At least 4 year of experience in Sales Operations, Channel Operations, Deal Desk, Contract Administration or related Strong attention to detail while multitasking Commercial Mindset with strong Analytical skills Strong communication skills Ability to work in a fast-paced, high-pressure environment High proficiency in MS Office (Excel, Word, PowerPoint) and GSuite, Salesforce.com (CPQ a plus), affinity with AI. Experience working in a SaaS or high-tech company is also a plus Compensation for this role is in the form of base salary. This role does not have a variable compensation component. At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets. The final compensation offered within the applicable range will be determined based on several objective factors, including relevant professional experience, level of skills and expertise, alignment with the role requirements, and the overall scope and complexity of the position. The typical starting salary range for this role is: €42.800 — €67.700 EUR Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. Competitive pay based on the work you do here and not your previous salary Health coverage for you and your family in many locations Ability to craft your calendar with flexible locations and schedules for many roles Generous number of vacation days each year Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service Up to 40 hours each year to use toward volunteer projects you love Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [contact via application link] . We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

hexHQI 86

ABOUT HEX Hex is growing our team of builders on a mission to make everyone a data person. Our platform solves key pain points with today’s data and analytics tooling, and empowers anyone to explore data using natural language, with or without code, on trusted context. Thousands of customers like Ramp https://hex.tech/customers/ramp/, Figma https://hex.tech/customers/figma/, Stubhub https://hex.tech/customers/stubhub/, Anthropic, and Gamma love Hex https://www.g2.com/products/hex-tech-hex/reviews for our beautiful UI, agentic superpowers, and boundless flexibility. Hex has raised over $100M from leading investors like Sequoia, a16z, Snowflake and Amplify. With office hubs in San Francisco and New York, as well as remote team members throughout the US and UK, we’re a high-agency team that ships fast and has fun doing it. Check out our Intro to Hex video https://www.youtube.com/watch?v=qAXsnrNlavk and employee handbook https://www.notion.so/hexhq/Hex-Handbook-9fff0d42860e4f70815c599e0d1664d6 to learn more about what it’s like to work at Hex. About the role: Hex is scaling fast, and the way we quote, bill, collect, and provision has to scale with us. As Deal Desk Manager, you will own how Hex turns a signed deal into cash. You'll reimagine our quote-to-cash process for the next five years, choose and implement the systems behind it, and run the monetization committee that keeps our pricing and packaging flexible. You'll partner daily with Sales, Finance, Legal, Product, and Engineering, and your work will directly affect margin, sales velocity, and how quickly new reps ramp. This is a rare chance to design a Q2C engine from first principles at a company in hypergrowth, with real executive visibility. What you will do: - Design and implement a new order-to-cash system and own the business case, including moving billing off Stripe to improve gross margin. - Chair the monetization committee: bring data on pricing, packaging, and discounting, and drive decisions that keep Hex flexible to what the market requires. - Run deal desk day to day: review and approve non-standard deals, structure ramps, commits, and usage terms, and keep turnaround fast without giving up margin or compliance. - Streamline CPQ to shorten sales cycles, cut quoting friction, and reduce time to ramp for new AEs. - Partner with Finance to reduce the time it takes to close the books, including clean hand-offs on invoicing, revenue recognition, and collections. - Improve the provisioning process so Hex can support 10x the customers and transactions. - Build the approval matrix, deal guardrails, and playbooks that let reps close standard deals without deal desk involvement. - Report on the health of the process: cycle time, discount and margin leakage, quote-to-cash errors, and days to close. About You: - 4+ years in deal desk, sales finance, or revenue operations at a B2B SaaS company, including ownership of a Q2C process end to end. - Experience leading a CPQ and/or billing system implementation or migration. - Strong grasp of SaaS contracts, revenue recognition, and the margin implications of pricing and billing structures. - Familiarity with usage-based and hybrid pricing models. - Proficiency in Salesforce and a CPQ and billing stack. - Track record of aligning Sales, Finance, Legal, and Product on a hard decision. - Clear written and verbal communicator who can explain trade-offs to executives and AEs alike. - Bias to action, high ownership, and comfort with ambiguity. The salary range for this role is: $164,000 - $205,000 In addition to our unique culture, Hex proudly offers a competitive total rewards package, including but not limited to, market-benched salary & equity, comprehensive health benefits, and flexible paid time off. The salary range shown may be a reflection of additional factors such as geographical location and skill ranges/levels we’re open to. Placement in the salary range will be decided upon completion of the interview process, taking into account factors like leaving room for growth, internal fairness & parity, your demonstrated skills, and the depth of your experience. Our Recruiting team will be able to provide more details during the interview process. By submitting an application the candidate consents to the use of their personal information in accordance with the Hex Privacy policy: https://learn.hex.tech/docs/trust/privacy-policy.

ElasticHQI 91

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What is The Role As a Deal Desk Analyst, you'll play a key role in supporting our sales team by streamlining processes and ensuring that deals are structured effectively. This position offers the chance to work closely with cross-functional teams, allowing you to gain insights into various aspects of the business while making a tangible impact on our success. If you're looking for a role where your commercial acumen, analytical skills, and collaboration can thrive, we'd love to hear from you. What You Will Be Doing Act as a business partner to Sales and Finance in developing strategies for complex deals with a focus on financial and revenue compliance Execute against and maintain EMEA geographic Deal Desk support framework Provide Deal Desk support for super-geo Manager Enforce and manage approvals for non-standard deals and effectively collaborate across Sales, Finance, and Legal Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and business terms to support sales efforts Strong presence and communication with the Field. Ability to execute strategies and manage under supervision sales enablement, deal optimization, profitability and strategic positioning initiatives Drive and execute decision reviews, approvals, and executing across competencies (quoting, legal, revenue, etc.) Support the global Deal Desk leadership to deliver consistent and exceptional support to our sales organization Propose and execute initiatives as part of the long term strategy for the Deal Desk team and business High-energy, team-first attitude: motivated to work collaboratively in a fast-paced, ever-changing environment to help our growing business Deal Management Assess Financial and revenue risk on non-standard deals and understand and embed financial/legal compliance Propose and incorporate custom terms and legal edits into order forms and contract documents Deal Strategy: support Field by helping to assess the deal cycle and collaborate on deal/negotiation strategy Collaborate with sales on commercial models to bring customer's requirements and the best position for Elastic long-term together Coordinate and manage cross-departmental approvals outside of standard systematic workflow Maintain and update repository of legal language templates for non-standard deals for specific offerings Understand and enforce revenue recognition policies across all deals Support RFP/RFI/Vendor Questionnaires and drive the enablement process related to such requests. Quote-to-Cash Create and manage systematic CRM workflows around Deal Desk sales engagement and Revenue team alerting for non-standard orders Follow different Conduct due diligence and construct financial and legal requirements for changes in existing offerings and launch of new offerings Identify gaps in current Deal Desk processes (both operational and systematic) and create improvements for efficiencies General experience in building IT requirements and enhancements, and project management What You Bring Bachelor’s degree in Finance or related competency At least 4 year of experience in Sales Operations, Channel Operations, Deal Desk, Contract Administration or related Strong attention to detail while multitasking Commercial Mindset with strong Analytical skills Strong communication skills Ability to work in a fast-paced, high-pressure environment High proficiency in MS Office (Excel, Word, PowerPoint) and GSuite, Salesforce.com (CPQ a plus), affinity with AI. Experience working in a SaaS or high-tech company is also a plus Compensation for this role is in the form of base salary. This role does not have a variable compensation component. At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets. The final compensation offered within the applicable range will be determined based on several objective factors, including relevant professional experience, level of skills and expertise, alignment with the role requirements, and the overall scope and complexity of the position. The typical starting salary range for this role is: €42.800 — €67.700 EUR Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. Competitive pay based on the work you do here and not your previous salary Health coverage for you and your family in many locations Ability to craft your calendar with flexible locations and schedules for many roles Generous number of vacation days each year Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service Up to 40 hours each year to use toward volunteer projects you love Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co . We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

ServiceNowHQI 74

What you get to do in this role: Team Leadership & Capability Development  Lead, coach, and develop a team of Deals Operations and Commercial Strategy professionals.  Establish performance goals, career development plans, and operational priorities.  Create scalable processes, tools, and templates that improve deal quality and sales productivity.  Foster a culture of collaboration, customer focus, and continuous improvement.  Strategic Deal Engagement  Personally support the organization's largest, most complex, and highest-priority opportunities.  Partner with Sales Leadership on commercial strategy and deal execution.  Review and provide guidance on pricing models, proposals, and solution recommendations created by team members.  Act as an escalation point for complex commercial scenarios.  Customer-Facing Proposal & Commercial Strategy  Oversee creation of customer-facing proposals, executive presentations, pricing summaries, and business cases.  Ensure commercial narratives clearly communicate value, pricing rationale, and solution recommendations.  Drive consistency in proposal quality, messaging, and commercial positioning.  Product & Use Case Alignment  Partner with Product, Solution Consulting, and Sales teams to ensure customer requirements are effectively translated into commercial recommendations.  Guide sales teams on product selection, packaging, and strategic positioning.  Ensure proposed solutions align with customer goals and organizational priorities.  Sales Enablement & Operational Excellence  Develop programs that increase seller competency in commercial discussions, pricing strategy, and proposal effectiveness.  Establish reporting and metrics to evaluate deal support effectiveness and sales adoption.  Identify opportunities to streamline deal workflows and improve sales productivity.  Drive best practices across opportunity qualification, commercial engagement, and proposal development.  To be successful in this role you have: 10+ years of experience in Sales Operations, Revenue Operations, Commercial Strategy, Deal Support, or Deal Operations.  3+ years leading or mentoring teams in a sales support, commercial, or operations environment.  Experience supporting enterprise software or SaaS organizations through complex sales cycles.  Strong expertise in pricing strategy, deal modeling, customer-facing proposal development, and commercial operations.  Proven ability to coach sales teams and influence executive stakeholders.  Exceptional communication, leadership, and organizational skills.  Ability to balance strategic leadership responsibilities with hands-on engagement in key opportunities.    JV20 Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.   Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.  Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.  From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.

ServiceNowHQI 83

Company Description It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people.       The Director, Sales Operations Management leads a team responsible for commercial deal support, proposal development, pricing strategy, deal modeling, and sales enablement while remaining actively engaged in the organization's most strategic opportunities.  This is a hands-on leadership role responsible for developing talent, scaling commercial capabilities, and establishing repeatable processes while personally supporting high-impact enterprise opportunities. The Senior Manager acts as both a people leader and a strategic partner to Sales leadership, driving consistency in commercial execution across the business.  Job Description What you get to do in this role: Team Leadership & Capability Development  • Lead, coach, and develop a team of Deals Operations and Commercial Strategy professionals.  • Establish performance goals, career development plans, and operational priorities.  • Create scalable processes, tools, and templates that improve deal quality and sales productivity.  • Foster a culture of collaboration, customer focus, and continuous improvement.  Strategic Deal Engagement  • Personally support the organization's largest, most complex, and highest-priority opportunities.  • Partner with Sales Leadership on commercial strategy and deal execution.  • Review and provide guidance on pricing models, proposals, and solution recommendations created by team members.  • Act as an escalation point for complex commercial scenarios.  Customer-Facing Proposal & Commercial Strategy  • Oversee creation of customer-facing proposals, executive presentations, pricing summaries, and business cases.  • Ensure commercial narratives clearly communicate value, pricing rationale, and solution recommendations.  • Drive consistency in proposal quality, messaging, and commercial positioning.  Product & Use Case Alignment  • Partner with Product, Solution Consulting, and Sales teams to ensure customer requirements are effectively translated into commercial recommendations.  • Guide sales teams on product selection, packaging, and strategic positioning.  • Ensure proposed solutions align with customer goals and organizational priorities.  Sales Enablement & Operational Excellence  • Develop programs that increase seller competency in commercial discussions, pricing strategy, and proposal effectiveness.  • Establish reporting and metrics to evaluate deal support effectiveness and sales adoption.  • Identify opportunities to streamline deal workflows and improve sales productivity.  • Drive best practices across opportunity qualification, commercial engagement, and proposal development.  Qualifications To be successful in this role you have: • 10+ years of experience in Sales Operations, Revenue Operations, Commercial Strategy, Deal Support, or Deal Operations.  • 3+ years leading or mentoring teams in a sales support, commercial, or operations environment.  • Experience supporting enterprise software or SaaS organizations through complex sales cycles.  • Strong expertise in pricing strategy, deal modeling, customer-facing proposal development, and commercial operations.  • Proven ability to coach sales teams and influence executive stakeholders.  • Exceptional communication, leadership, and organizational skills.  • Ability to balance strategic leadership responsibilities with hands-on engagement in key opportunities.    JV20 Additional Information Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.   Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [contact via application link] for assistance.  Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.  From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.

CloudflareHQI 78

Cloudflare in Singapore is seeking a Deal Desk Manager to architect an AI-driven deal desk, transitioning sales processes from manual to automated workflows across the deal lifecycle, from scoping to final execution. You will partner with Sales, Legal, Finance and Product to shape pricing, terms, and automation, driving faster deal closure while protecting margins and long-term value for enterprise customers. J-18808-Ljbffr

TemporalHQI 93

About the Role Temporal is looking for a Senior Manager, Global Deal Desk to build and lead the function that sits at the intersection of Sales, Finance, Legal, and GTM Operations. This role is responsible for designing and scaling the frameworks, approvals, and processes that power how Temporal structures, prices, and closes complex commercial agreements — across all segments and geographies. As the owner of Deal Desk globally, you'll be the go-to partner for our field teams navigating non-standard deal terms, multi-year structures, consumption-based pricing constructs, and international commercial complexity. You'll bring a systems mindset to deal operations and a bias toward building scalable infrastructure — not just clearing the queue. We're building a GTM Operations function that is AI-native from the ground up. We expect this leader to bring demonstrated, hands-on experience using AI tools to accelerate deal structuring, review workflows, and commercial analysis — not as a future aspiration, but as a core part of how they work today. Responsibilities - Own and scale the Global Deal Desk function, serving as the primary escalation path for non-standard deal structures, pricing exceptions, and complex approvals across all sales segments and geographies. - Design and maintain deal approval workflows, pricing guardrails, discounting frameworks, and escalation policies that enable field teams to move quickly without creating downstream revenue or legal risk. - Lead CPQ strategy, configuration, and governance — partnering with GTM Systems to ensure our CPQ tooling (including Nue) accurately reflects our product catalog, pricing logic, and approval hierarchies. - Own the operationalization of Temporal's consumption-based pricing model within Deal Desk — including how usage commitments, ramp structures, drawdown mechanics, and true-up provisions are documented, reviewed, and enforced in the quoting and contracting process. - Partner with the VP of GTM Operations and Sales leadership to develop commercial frameworks for international markets — accounting for regional pricing, local currency, tax, and legal entity considerations across EMEA, APJ, and other expansion geographies. - Serve as the cross-functional connective tissue between Sales, Finance, Legal, and GTM Operations on deal-level issues — translating commercial intent into executable deal structures that satisfy all stakeholders. - Partner with Finance on revenue recognition implications of non-standard deal terms, multi-element arrangements, and usage-based constructs; escalate appropriately and maintain clean audit trails. - Build and maintain Deal Desk playbooks, templates, and self-serve resources that reduce friction for AEs and reduce unnecessary escalations. - Drive adoption and optimization of AI tools within Deal Desk workflows — including AI-assisted contract review, quote generation, deal-structuring support, and commercial analysis. - Own Deal Desk reporting and analytics: deal velocity, exception rates, approval turnaround time, non-standard term frequency, and discount trends — surfacing insights to GTM and Finance leadership. - Recruit, develop, and grow Deal Desk capacity as Temporal scales, including building team structure and operating norms for a globally distributed function. Qualifications - 7+ years of experience in Deal Desk, GTM Operations, Sales Operations, or a related commercial operations function, with direct ownership of deal structuring and approval workflows. - Consumption-based business model expertise: proven experience designing or operationalizing Deal Desk processes for consumption, usage-based, or hybrid pricing models — including quoting ramp structures, commitment tiers, true-up mechanics, and the downstream revenue recognition implications of non-standard consumption constructs. - CPQ ownership: hands-on experience administering and evolving a CPQ platform (e.g., Nue, DealHub, Conga, or equivalent) — including product catalog management, pricing rule configuration, approval workflow design, and cross-functional governance. - International markets experience: demonstrated experience structuring and approving deals across multiple geographies, with working knowledge of the commercial, legal, and tax considerations that vary by region (e.g., local currency, local entity contracting, regional pricing strategies, VAT/GST treatment). - Proven AI-native operating style: hands-on experience using AI tools — such as ChatGPT, Gemini, Notion AI, contract intelligence tools, or purpose-built GTM AI — to accelerate deal review, generate quotes, analyze commercial data, or automate repeatable Deal Desk tasks. We want to see how AI is embedded in how you work today, not theoretical familiarity. - Deep understanding of SaaS commercial constructs: multi-year agreements, ramp deals, ELAs, co-termination, consumption commitments, and the interplay between deal structure and revenue recognition under ASC 606. - Strong cross-functional instincts — able to build trust and work credibly with Sales, Finance, Legal, and GTM Operations simultaneously, and to translate competing interests into workable commercial outcomes. - Highly analytical, with the ability to identify trends in deal data, quantify risk in non-standard terms, and communicate findings clearly to senior leadership. - Demonstrated ability to build scalable processes, playbooks, and policies — not just solve individual deal problems. - Experience hiring and developing Deal Desk or commercial operations talent is a strong plus. - Salesforce experience required. Temporal Technologies is an Equal Opportunity Employer. Temporal Technologies does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. We embrace and celebrate differences and diversity. Temporal is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. If you need to request a reasonable accommodation, please let your Recruiter know so we can assist.

New RelicHQI 91

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! Your opportunity We are looking for a highly motivated, results-oriented Deal Desk Analyst! Join our Finance organization as a phenomenal teammate who thrives working collaboratively with multiple departments in a growth positive environment. This role will be key in maximizing the value of New Relic products sold along with the related revenue associated to those sales. The primary focus of this position will be to help structure profitable and compliant transactions that address the needs of a diverse set of internal corporate customers, safeguard New Relic revenue, and increase the effectiveness and productivity of our sales teams. The right person for this job will have the ability to work across departments with disparate needs and excel at problem solving through critical analysis and is challenged by process review and continuous improvement. What you'll do Cultivate and sustain strong working relationships with pivotal business partners (e/g Finance, Legal, Support, etc.) to help facilitate the review and approval process. Work with cross functional teams ( e.g., Legal, Finance, Product, etc.) focusing on complex pricing/commercial terms and provide options to provide the means to Sales to address and surmount customer objections while maximising revenue/bookings. Build and review a variety of order forms with differing levels of complexity for accuracy, while ensuring all required approvals, such as discounts and contractual terms, are obtained and clearly documented (both within our CPQ tool and outside as needed), as well as being fully compliant with New Relic’s internal policies. Deliver ongoing education and training to ensure Sales’ understanding of and compliance with non-standard deal processes. Prepare and review contracts (order forms, legal agreements, customer purchase orders, quotes, etc.) for compliance with revenue recognition and Deal Desk policies. Safeguard and manage data quality in SFDC for all proposed and closed quotes/deals. This includes but is not limited to customer entitlements, new deal logos, commission levels and deal amounts, ensuring that all transactions adhere to internal revenue recognition policies and operational guidelines. This role requires 2+ years of Finance/Operations experience in a high-tech environment, preferably with order entry experience. Proficiency with SalesForce and MS Excel / Google Sheets is preferred. Demonstrated capability to build strong working relationships with internal business units and across regions. Strong communication, organizational and problem-solving skills. Possesses a quality of high attention to detail. Willingness to cover various time zones and work extra hours as needed. Bachelor's Degree in Business or a similar field required. Bonus points if you have Bachelor’s degree in Business or similar. Experience with Salesforce CPQ. Ability to work without supervision in a fast-paced high-tech environment. Experience with utilizing Gemini AI. Please note that visa sponsorship is not available for this position. #LI-JH1 The pay range below represents a reasonable estimate of salary for the listed position. This role may be eligible for the corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience. New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, 11 paid holidays, volunteer time off, paid time-off, and other competitive benefits designed to improve the lives of our employees. Estimated Base Pay Range $80,000 — $108,000 USD Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes. If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to resume@newrelic.com . We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid. Our hiring process In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic. We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance . Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic. New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process. Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics. Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy

New RelicHQI 86

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! Your opportunity We are looking for a highly motivated, results-oriented Deal Desk Analyst! Join our Finance organization as a phenomenal teammate who thrives working collaboratively with multiple departments in a growth positive environment. This role will be key in maximizing the value of New Relic products sold along with the related revenue associated to those sales. The primary focus of this position will be to help structure profitable and compliant transactions that address the needs of a diverse set of internal corporate customers, safeguard New Relic revenue, and increase the effectiveness and productivity of our sales teams. The right person for this job will have the ability to work across departments with disparate needs and excel at problem solving through critical analysis and is challenged by process review and continuous improvement. What you'll do • Cultivate and sustain strong working relationships with pivotal business partners (e/g Finance, Legal, Support, etc.) to help facilitate the review and approval process. • Work with cross functional teams ( e.g., Legal, Finance, Product, etc.) focusing on complex pricing/commercial terms and provide options to provide the means to Sales to address and surmount customer objections while maximising revenue/bookings. • Build and review a variety of order forms with differing levels of complexity for accuracy, while ensuring all required approvals, such as discounts and contractual terms, are obtained and clearly documented (both within our CPQ tool and outside as needed), as well as being fully compliant with New Relic’s internal policies. • Deliver ongoing education and training to ensure Sales’ understanding of and compliance with non-standard deal processes. • Prepare and review contracts (order forms, legal agreements, customer purchase orders, quotes, etc.) for compliance with revenue recognition and Deal Desk policies. • Safeguard and manage data quality in SFDC for all proposed and closed quotes/deals. This includes but is not limited to customer entitlements, new deal logos, commission levels and deal amounts, ensuring that all transactions adhere to internal revenue recognition policies and operational guidelines. This role requires • 2+ years of Finance/Operations experience in a high-tech environment, preferably with order entry experience. • Proficiency with SalesForce and MS Excel / Google Sheets is preferred. • Demonstrated capability to build strong working relationships with internal business units and across regions. • Strong communication, organizational and problem-solving skills. • Possesses a quality of high attention to detail. • Willingness to cover various time zones and work extra hours as needed. • Bachelor's Degree in Business or a similar field required. Bonus points if you have • Bachelor’s degree in Business or similar. • Experience with Salesforce CPQ. • Ability to work without supervision in a fast-paced high-tech environment. • Experience with utilizing Gemini AI. Please note that visa sponsorship is not available for this position. #LI-JH1 The pay range below represents a reasonable estimate of salary for the listed position. This role may be eligible for the corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience. New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, 11 paid holidays, volunteer time off, paid time-off, and other competitive benefits designed to improve the lives of our employees. Estimated Base Pay Range $80,000 — $108,000 USD Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes. If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to [contact via application link] . We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid. Our hiring process In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic. We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance . Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic. New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process. Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics. Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy

temporalHQI 86

About the Role Temporal is looking for a Senior Manager, Global Deal Desk to build and lead the function that sits at the intersection of Sales, Finance, Legal, and GTM Operations. This role is responsible for designing and scaling the frameworks, approvals, and processes that power how Temporal structures, prices, and closes complex commercial agreements — across all segments and geographies. As the owner of Deal Desk globally, you'll be the go-to partner for our field teams navigating non-standard deal terms, multi-year structures, consumption-based pricing constructs, and international commercial complexity. You'll bring a systems mindset to deal operations and a bias toward building scalable infrastructure — not just clearing the queue. We're building a GTM Operations function that is AI-native from the ground up. We expect this leader to bring demonstrated, hands-on experience using AI tools to accelerate deal structuring, review workflows, and commercial analysis — not as a future aspiration, but as a core part of how they work today. Responsibilities • Own and scale the Global Deal Desk function, serving as the primary escalation path for non-standard deal structures, pricing exceptions, and complex approvals across all sales segments and geographies. • Design and maintain deal approval workflows, pricing guardrails, discounting frameworks, and escalation policies that enable field teams to move quickly without creating downstream revenue or legal risk. • Lead CPQ strategy, configuration, and governance — partnering with GTM Systems to ensure our CPQ tooling (including Nue) accurately reflects our product catalog, pricing logic, and approval hierarchies. • Own the operationalization of Temporal's consumption-based pricing model within Deal Desk — including how usage commitments, ramp structures, drawdown mechanics, and true-up provisions are documented, reviewed, and enforced in the quoting and contracting process. • Partner with the VP of GTM Operations and Sales leadership to develop commercial frameworks for international markets — accounting for regional pricing, local currency, tax, and legal entity considerations across EMEA, APJ, and other expansion geographies. • Serve as the cross-functional connective tissue between Sales, Finance, Legal, and GTM Operations on deal-level issues — translating commercial intent into executable deal structures that satisfy all stakeholders. • Partner with Finance on revenue recognition implications of non-standard deal terms, multi-element arrangements, and usage-based constructs; escalate appropriately and maintain clean audit trails. • Build and maintain Deal Desk playbooks, templates, and self-serve resources that reduce friction for AEs and reduce unnecessary escalations. • Drive adoption and optimization of AI tools within Deal Desk workflows — including AI-assisted contract review, quote generation, deal-structuring support, and commercial analysis. • Own Deal Desk reporting and analytics: deal velocity, exception rates, approval turnaround time, non-standard term frequency, and discount trends — surfacing insights to GTM and Finance leadership. • Recruit, develop, and grow Deal Desk capacity as Temporal scales, including building team structure and operating norms for a globally distributed function. Qualifications • 7+ years of experience in Deal Desk, GTM Operations, Sales Operations, or a related commercial operations function, with direct ownership of deal structuring and approval workflows. • Consumption-based business model expertise: proven experience designing or operationalizing Deal Desk processes for consumption, usage-based, or hybrid pricing models — including quoting ramp structures, commitment tiers, true-up mechanics, and the downstream revenue recognition implications of non-standard consumption constructs. • CPQ ownership: hands-on experience administering and evolving a CPQ platform (e.g., Nue, DealHub, Conga, or equivalent) — including product catalog management, pricing rule configuration, approval workflow design, and cross-functional governance. • International markets experience: demonstrated experience structuring and approving deals across multiple geographies, with working knowledge of the commercial, legal, and tax considerations that vary by region (e.g., local currency, local entity contracting, regional pricing strategies, VAT/GST treatment). • Proven AI-native operating style: hands-on experience using AI tools — such as ChatGPT, Gemini, Notion AI, contract intelligence tools, or purpose-built GTM AI — to accelerate deal review, generate quotes, analyze commercial data, or automate repeatable Deal Desk tasks. We want to see how AI is embedded in how you work today, not theoretical familiarity. • Deep understanding of SaaS commercial constructs: multi-year agreements, ramp deals, ELAs, co-termination, consumption commitments, and the interplay between deal structure and revenue recognition under ASC 606. • Strong cross-functional instincts — able to build trust and work credibly with Sales, Finance, Legal, and GTM Operations simultaneously, and to translate competing interests into workable commercial outcomes. • Highly analytical, with the ability to identify trends in deal data, quantify risk in non-standard terms, and communicate findings clearly to senior leadership. • Demonstrated ability to build scalable processes, playbooks, and policies — not just solve individual deal problems. • Experience hiring and developing Deal Desk or commercial operations talent is a strong plus. • Salesforce experience required. Temporal Technologies is an Equal Opportunity Employer. Temporal Technologies does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. We embrace and celebrate differences and diversity. Temporal is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. If you need to request a reasonable accommodation, please let your Recruiter know so we can assist.

VercelHQI 93

About Vercel: Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience. Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. About the role We are seeking a Senior Deal Desk Analyst to join the Deal Desk team within our Revenue Operations function. This is a high-impact, high-visibility role at the center of how we structure, price, and close business globally — partnering with Sales, Finance, Legal, and Product to turn deals into signed revenue. You will lead the quote-to-contract execution cycle for our global sales team while helping build the systems, processes, and playbooks that scale a world-class Deal Desk. As the organization continues through a period of rapid growth, we are looking for someone who wants to shape the function rather than inherit it — bringing structure to ambiguity, modernizing how deals get done, and raising the bar for commercial excellence. This position reports to the Senior Manager, Global Deal Desk, and is preferably based in a hybrid capacity out of our London office, working standard US business hours. What you'll do Deal Management — Own the day-to-day deal review and closing process end to end, including deal approvals, deal structuring, and quote configuration within Vercel CPQ, ensuring every deal is executed accurately and on time. Commercialization & Execution — Drive deal execution in close partnership with Finance, Legal, GTM, Partnerships, Product, and Pricing. Design, build, and continuously optimize the sales and deal processes that bring new pricing, packaging, and product launches to market. Trusted Advisor — Serve as the subject-matter expert for the Sales organization, providing deal guidance and operational support. Approach complex, non-standard deals with creativity and sound judgment, developing practical solutions in ambiguous situations. Revenue Integrity — Act as the gatekeeper of data hygiene and opportunity data, partnering with GTM and Finance on audits for revenue recognition, financial reporting, and forecasting. Insights & Enablement — Analyze deal performance and market trends to develop new sales motions, deal levers, and training materials that increase sales velocity and reduce business risk, in partnership with the Pricing and Field Enablement teams. Operational Excellence — Identify opportunities to streamline, enhance, and automate processes. Translate needs into clear business requirements and leverage AI and automation to scale. What you need 4+ years of experience in deal desk, pricing, quote-to-cash, contract management, or a related Revenue Operations or Sales Operations function within the technology sector. A proven record of partnering effectively with Sales and cross-functional teams to move complex deals forward. Demonstrated experience in project management and process improvement. A collaborative team member who consistently delivers excellent sales support. A resourceful self-starter with strong critical-thinking and creative problem-solving skills. You think naturally about operational implications and downstream impact. You thrive in fast-paced, high-growth environments and operate effectively amid change and ambiguity. Nice to have Hands-on experience with Salesforce CPQ (or a comparable CPQ platform) A track record of using AI or automation to improve operational workflows. Bonus if you You’re located within London (HQ). We have offices for you to help build our office culture. Benefits & Compensation: Competitive compensation package, including equity. Inclusive Healthcare Package. Learn and Grow - we provide mentorship and send you to events that help you build your network and skills. Flexible Time Off. We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed. The London base pay range for this role is £65,000 - £85,000. Actual salary will be based on job-related skills, experience, and location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process. Disclosures: Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data. Equal Opportunity: Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.

CloudflareHQI 93

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations: Austin, TX | Seattle, WA | Denver, CO About the Department The Deal Desk team is a critical component of the Finance function, acting as a strategic partner to the global Sales organization. We are responsible for partnering with sales to structure, negotiate, and close complex deals. We ensure that deals meet the requirements of "good business" while also keeping our customers' best interest in mind. We are committed to building a data-centric and AI-augmented Deal Desk that leverages predictive analytics and automated workflows to optimize pricing in real-time and automate routine approvals, allowing for deeper strategic focus. About the Role As a Deal Desk Manager, you will be the architect of our AI-driven deal desk, transitioning our sales process from manual workflows to an intelligent, automated engine that spans from initial scoping to final execution. By leveraging agentic workflows and automated data layers, the focus shifts to high-judgment architecture for non-standard enterprise deals. The objective is to serve as a high-influence "Sales Co-pilot," using AI-driven insights to maximize deal velocity and Long-Term Value (LTV) while relentlessly reducing friction through iterative process automation. Responsibilities Orchestrate Strategic Deal Architecture: Lead the structuring and execution of non-standard, high-value enterprise deals, providing high-judgment guidance that balances competitive differentiation with long-term business health. Sales Co-pilot & Strategic Influence: Serve as a strategic partner to Sales leadership, utilizing AI-driven data to maximize deal velocity, improve LTV, and ensure discovery reflects true customer needs. Perform analysis on pricing and deal terms, leveraging AI insights to recommend "next best action" for deal structuring and margin optimization. Curate and Tune AI Agents: Manage the enterprise deal approval ecosystem by tuning automated agents and models to ensure compliance and accuracy at scale. Drive Process Iteration: Partner with cross-functional teams (Legal, Finance, Product) to build, streamline, and automate deal desk processes, architecting autonomous approval workflows and focusing on reducing field friction through relentless automation. Champion AI & Automation Integration: Champion the integration of LLMs and generative AI tools to automate deal desk workflows, significantly reducing deal cycle times. Identify bottlenecks and implement AI-powered productivity solutions. Desirable Skills, Knowledge, and Experience 6-8+ years of Deal Desk, FP&A, Revenue Operations, or similar experience, with a proven track record of supporting large-scale enterprise sales motions; 3+ years of deal desk experience preferred. Financial & Sales Acumen: Solid understanding of SaaS metrics, pricing models, and financial concepts like ARR, Gross Margin, churn, and profitability. Experience with revenue recognition principles (e.g., ASC 606) is highly desirable. Experience selling software is a bonus. Contract & Pricing Knowledge: Experience drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk. Ability to analyze and recommend the best course of action for complex pricing and licensing situations. Data & AI Literacy: Proficiency in leveraging agentic workflows and prompt engineering to scale influence, extract insights from large datasets, and automate repetitive operational tasks and internal documentation. Algorithmic Thinking: The ability to understand and audit automated pricing models to ensure alignment with long-term company goals. Strategic Influence: Demonstrated ability to navigate complex, cross-functional negotiations and make high-judgment decisions in fast-paced environments. Process Design Mindset: A relentless focus on iterative automation and the ability to translate complex business policies into streamlined, automated logic. Communication Excellence: Exceptional written and oral communication skills, capable of explaining complex deal structures and financial data to both technical and executive stakeholders. Bonus Points Experience in software sales or sales operations, providing a "boots on the ground" perspective of the sales cycle. Deep knowledge of Cloud/SaaS infrastructure and the global cybersecurity competitive landscape. If you're excited by fast-paced innovation, dedicated to driving global growth, and want to help build a better internet, we'd love to hear from you. Application Deadline: January 12, 2027 Compensation Compensation may be adjusted depending on work location. For Seattle based hires: Estimated annual salary of $147,000 - $202,000 For Denver based hires: Estimated annual salary of $134,000 - $184,000 Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits Medical/Rx Insurance Dental Insurance Vision Insurance Flexible Spending Accounts Commuter Spending Accounts Fertility & Family Forming Benefits On-demand mental health support and Employee Assistance Program Global Travel Medical Insurance Financial Benefits Short and Long Term Disability Insurance Life & Accident Insurance 401(k) Retirement Savings Plan Employee Stock Participation Plan Time Off Flexible paid time off covering vacation and sick leave Leave programs, including parental, pregnancy health, medical, and bereavement leave What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo : Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project : In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [contact via application link] or via mail at 101 Townsend St. San Francisco, CA 94107.