Senior Deal-Desk Manager, Mapbox

• Minimum of a Bachelor Degree in Finance/Accounting/Business or a related field
• 5+ years of experience with analytical work in Deal-desk/Sales Ops/RevOps/Finance/GTM Strategy with a SAAS company
• Strong understanding of sales processes, pricing strategies, and contract negotiations
• Self-motivated, critical thinker with prior experience with complex, cross-functional pricing and proposal execution across GTM, Legal, and Finance
• Ability to structure complex problems, derive insights from data, and articulate clearly with diverse teams up to the senior leadership level
• Be comfortable with ambiguity and drive proactive engagement to identify, prioritize, develop, and execute against our sales operational plan
• Collaborative participation in identifying and suggesting possible resolution in system gaps and processes to better streamline efficient workflow
• Advanced analytical skills including high proficiency in Excel/ Google Sheets, ability to gather and clean data, quickly and correctly execute analyses, and draw out relevant insights
• Salesforce.com experience required
• Excellent written and verbal communication, problem-solving, critical thinking, and analytical skills

Desirable

• As a deal-desk manager, you will be part of the RevOps team at Mapbox and will report directly to the Head of Revenue Strategy & Operations
• The deal-desk manager will play a critical role in facilitating complex sales transactions, ensuring operational efficiency, and driving profitability
• This role involves collaborating with the sales, finance, legal, product and operations team to structure deals, approve pricing/discounts, and ensure compliance with company policies
• The right person for this job has a team player approach, attention to detail, excels at problem solving through critical analysis, and is challenged by process review and continuous improvement
• Serve as the point of contact and subject matter expert on direct deal constructs, special pricing, operations, approval policies, commercial terms, and troubleshooting of deal issues and sales escalations
• Deal Structuring and Strategy: Guide sales teams on pricing and deal structuring to maximize revenue and meet business objectives. Evaluate and approve discounts and non-standard terms. Strategize with Sales Leadership to structure and position complex deals
• Process Optimization: Develop and implement efficient deal review processes. Streamline workflows between sales, finance, accounting, product and legal teams. Implement sales process improvements to improve internal efficiency and accelerate deal execution
• Compliance and Risk Management: Ensure all deals comply with company policies. Mitigate risks associated with complex deals
• Cross-Functional Collaboration: Act as a liaison between various internal stakeholders to facilitate smooth deal closure.Partner with cross-functional teams including Finance and Legal to review or address revenue recognition or commercial contracting concerns for non-standard deal structures
• Reporting and Analysis: Generate reports on deal metrics and trends. Provide insights to leadership on deal performance and areas for improvement
• Training and Support: Educate the sales team on deal desk processes, pricing strategies, and negotiation tactics. Assist in delivering ongoing education and training to ensure Sales understanding of and compliance with all deal processes
• Continuous Improvement: Regularly review and refine deal desk strategies and processes to align with evolving business needs
• Building and reviewing 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 as well as being fully compliant with our internal policies
• Safeguarding and managing data quality in SFDC for all proposed and closed quotes/deals and ensuring that all transactions adhere to internal revenue recognition policies and operational guidelines