Senior Deal Desk Manager, Expel
$110.6-160.4k
Plus variable eligibility and equity. While the full salary band reflects our long-term compensation framework, we're primarily targeting candidates between $129,000 and $149,000 based on experience, skills, and market data
More information about location
Cyber security threat detection & management
Be an early applicant
Cyber security threat detection & management
501-1000 employees
Be an early applicant
$110.6-160.4k
Plus variable eligibility and equity. While the full salary band reflects our long-term compensation framework, we're primarily targeting candidates between $129,000 and $149,000 based on experience, skills, and market data
More information about location
501-1000 employees
Company mission
Expel is on a mission to make security easy to understand, easy to use, and easy to continuously improve.
Role
Who you are
- 5–8 years of experience, including 3+ years in Deal Desk, sales operations, or revenue operations at a technology company—SaaS strongly preferred
- Experience supporting an enterprise or mid-market SaaS sales team through complex, negotiated deals
- Working knowledge of SaaS revenue fundamentals: revenue recognition, ARR definitions, contract structures, and standard commercial terms
- Hands-on skill with Salesforce and Salesforce CPQ, including approvals and quote configuration, plus strong Excel and Google Sheets chops
- The judgment to know when to solve, when to escalate, and how to tell a rep no without losing their trust
- Strong active listening and conflict management skills—you build consensus across stakeholders with competing incentives
- Cybersecurity or managed security experience is a plus, not a requirement
What the job involves
- Picture this—an Account Executive closes the biggest deal in Expel history, helping the company make its annual number, and you structured the deal that made it happen. Sound exciting? Then keep reading
- Deal Desk is where Sales, Legal, and Finance either work as one team or grind against each other. Our next Senior Deal Desk Manager is the person who makes it the former: pricing and structuring deals with reps, pressure-testing terms with Legal, protecting revenue recognition and margin with Finance, and getting all three to a fast, defensible "yes."
- At Expel, we believe if we take care of our employees, they'll look after our customers, and the rest works itself out. It's as simple as that. We've built a place to work based on transparency, where people love what they do and their work gets appreciated
- If you want to join a team that finds a way to say "yes" and strives to be excellent, we'd like to hear from you
- What Expel can do for you:
- Give you real ownership of the quoting, approval, and contracting process—and the room to fix what's broken
- Put you at the table with Sales, Legal, and Finance leadership on the deals that matter most
- Offer an environment that values your work, ideas, and creativity
- Provide the tools, technology, and cross-functional support you need to run an effective Deal Desk
- Give you a front-row seat to how a growing cybersecurity company actually sells
- Be the go-to for the field on quoting, pricing scenarios, discount structures, and non-standard terms
- Coach reps and managers on structuring opportunities early, so complexity surfaces before the last week of the quarter
- Run approvals end to end—build the deal package, drive it through the chain, and bring the decision and the reasoning back to the rep
- Act as the business-side counterpart on contract negotiations—translate commercial intent into terms Legal can paper, and legal risk into trade-offs Sales can act on
- Maintain the fallback and playbook library for commonly negotiated terms so standard redlines don't need escalation
- Make sure every closed deal holds up: revenue recognition, ARR classification, billing terms, margin thresholds, and approval documentation
- Support quarterly close and audit with clean deal records and a defensible approval trail
- Give Finance forward visibility into late-stage pipeline, discount trends, and deal structures that move the forecast
- Own and improve the quoting, approval, and contracting stages of our lead-to-cash process
- Work with Revenue Operations and Business Systems on Salesforce and CPQ configuration, approval workflows, and reporting
- Use data to understand what's working, what's not, and what to do next
Our take
As ransomware and hacking threats rise, identifying and resolving breaches in security must be done quickly. Lack of transparency in cybersecurity makes it difficult for engineers to detect, understand, and fix the issues as fast as possible. Expel is aiming to redefine what a security operations centre and managed detection service look like in the modern age.
Though the company faces competition from the vast number of cybersecurity platforms, Expel positions itself as a viable alternative to the service delivery model of managed security service providers (MSSPs) by offering a comprehensive management platform that connects to its customers’ tech remotely through APIs, providing fast detection and clear solutions.
Having reached unicorn status, the company is establishing a stronger presence in the European and Asia-Pacific markets, capturing business in Canada, the United Kingdom, Australia, and Singapore. Its 2022 funding is being used to accelerate sustainable growth, continue the company's international expansion, and push forward with go-to-market initiatives.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
17% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Oct 2022
$31m
SERIES E
Nov 2021
$140.3m
SERIES E
Total funding: $288.8m
Company benefits
- Flexible work hours and locations
- Unlimited time off - includes vacation, personal days, and an annual company-wide restorative day
- 24 weeks parental leave when you, your spouse or your domestic partner gives birth to a child, adopts a child or becomes a foster parent (first 12 weeks paid)
- Military leave
- Paid annual conference - we reimburse you up to $2,500 to attend at least one conference every year that helps you move your career forward
- One month sabbatical after hitting your 5 year anniversary
- Zero-meetings week each quarter - where all Expletives are challenged to reduce the number of internal meetings on their calendar all the way to zero
- Medical insurance through the Cigna Open Access Plus HRA plan
- Dental & vision insurance through Guardian
- Team touchdowns - Expel Teams are encouraged to come together quarterly for planning, for connecting, for energizing and maybe a little fun
- Fitness stipend
- Cell phone stipend
- Employee Assistance Program
- Telemedicine (Cigna’s Telehealth Connection)
- Access to the popular mental health platforms, Ginger and Talkspace
- BenefitHub - a web portal where Expel employees can enjoy discounts, cash back rewards and perks on thousands of brands in a variety of categories!
- Retirement 401(k) account provided by Principal
- Health Reimbursement Arrangement (Cigna)
- Flexible Spending Accounts
- Student loan refinancing
Company HQ
Herndon, VA
Leadership
Dave Merkel
(Co-Founder & CEO)Previous CTO of both FireEye and Mandiant (also VP, Products and Threat Management Services). Previously worked as the Senior Technical Director at America Online and for the US Air Force as an Assistant Chief of Intrusion Invasions.
Justin Bajko
(Co-Founder & Chief Strategy Officer)Previous Managing Director (MCIRT Operations) at Mandiant and Senior Manager of Global Security Analysis at Symantec. Previously worked as a Network Administrator at Clinical Trial Management Services, and was a Network and Systems Administrator at MiniFibers.
Yanek Korff
(Co-Founder & COO)Previous COO at Expel. Current Board Member at ThreatSwitch and Investor at Berg Capital Group. Previous Member of the Technical Advisory Board at Ntrepid Corp and CP an CTO at FireEye.
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