Senior Deal Desk Manager, ZoomInfo
$120-165k
Plus annual bonus & equity
Market intelligence and contact details database
Open for applications
Market intelligence and contact details database
1001+ employees
Open for applications
$120-165k
Plus annual bonus & equity
1001+ employees
Company mission
To unlock the growth potential of professionals and businesses with a modern end-to-end revenue operating system.
Role
Who you are
- Bachelor’s Degree in Finance, Accounting, Business, or a related field
- 7+ years of experience in deal desk or sales operations within a SaaS company
- Strong understanding of sales processes, pricing strategies, and contract negotiations
- Proven ability to handle complex, cross-functional pricing and proposal execution
- Excellent problem-solving skills, with the ability to analyze data and communicate insights to senior leadership
- Ability to navigate ambiguity and proactively address system gaps and process inefficiencies
- Advanced proficiency in Excel/Google Sheets and Salesforce.com
- In-depth knowledge of Order Management processes, Quote-to-Bill systems, and Salesforce CPQ
- Experience with setting up standard and non-standard quoting scenarios, including Co-terming, Cancel & Replace, Rebilling, True-Ups, and Ramped Deals
- Ability to leverage data analytics to identify trends, propose improvements, and implement solutions
- Experience with crafting Enterprise License Agreements autonomously
What the job involves
- As a Deal Desk Manager within the Revenue Strategy & Operations (RevOps) team at ZoomInfo, you will play a pivotal role in managing complex sales transactions and driving operational excellence
- Reporting directly to the Head of Revenue Strategy & Operations, you will be integral in building out this new function at ZoomInfo
- Advise sales teams on pricing and deal structuring to maximize revenue and achieve business goals
- Evaluate and approve discounts and non-standard terms
- Collaborate with Sales Leadership to strategize and position complex deals
- Develop and refine deal review processes for efficiency
- Streamline workflows between sales, finance, accounting, product, and legal teams
- Implement improvements to accelerate deal execution
- Develop and negotiate Enterprise Licensing Agreements (ELAs) tailored to the specific needs of large-scale clients
- Work closely with legal and finance teams to draft, review, and finalize ELA terms and conditions
- Ensure ELAs align with company pricing strategies, operational functions, compliance requirements, and revenue goals
- Ensure all deals comply with company policies
- Identify and mitigate risks associated with complex deals
- Serve as a liaison between internal stakeholders for smooth deal closure
- Partner with Finance and Legal teams to address revenue recognition and commercial contracting concerns
- Generate and analyze reports on deal metrics and trends
- Provide actionable insights to leadership on deal performance and areas for improvement
- Educate the sales team on deal desk processes, pricing strategies, and negotiation techniques
- Provide ongoing training to ensure compliance with deal processes
- Regularly review and refine deal desk strategies to align with evolving business needs
- Ensure accuracy and compliance in order forms and approvals, including discounts and contractual terms
- Safeguard and manage data quality in Salesforce (SFDC) for all quotes and deals
- Ensure transactions adhere to internal revenue recognition policies and guidelines
Our take
It was only a few years ago when B2B sales teams relied on warm introductions and contact books. Now, cloud-based CRM, automation and Big Data are critical tools for any selling process. ZoomInfo’s B2B contact base has played a massive part in that journey.
The company primarily helps salespeople find potential customers. Crucially, ZoomInfo then leverages technology to help make that approach as successful as possible. Think contact details of the most likely budget holder at that company, signal for when and how to approach and crucial updates on the company’s fortunes.
ZoomInfo has grown significantly over the previous few years and is now shifting its approach to pursue more inorganic growth through mergers and acquisitions, acquiring several companies in 2022, including the job recruitment website Comparably.
The risk for ZoomInfo is that these moves represent expansion beyond its traditional strengths in top-of-funnel customer acquisition. The company will need to ensure that it maximizes synergies in order to win in these markets. The company has expanded operations in India and is set to see further expansion, as indicated by its appearance on the Fortune Future 50 list of robust and growing companies in 2023.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Some candidates hear
back within 2 weeks
7% employee growth in 12 months
Company
Funding (1 round)
Jul 2004
$7m
SERIES A
Total funding: $7m
Company benefits
- Benefits for the Best You - We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being
- Base Pay - We attract and retain the best talent with competitive compensation that aligns with industry benchmarks and merit programs yearly for promotions and salary increases based on performance, time in role, and position to market
- Bonus - When you crush it, we like to celebrate! Bonuses are awarded annually in connection with company and individual performance
- Equity - We offer each employee a generous equity award in the form of RSUs, so they can directly feel the results and success of their hard work
- Vacation & Time Off - We know everyone's needs are different so we offer flexible paid time off plans including an unlimited vacation option for many employees
- Hybrid Working Model - We offer flexible hybrid remote working models to promote equity, employee wellness, and work life balance
Company values
- We are Difference Makers
- We are One Team, One Dream
- We Define New Possibles
- We Get Stuff Done
- Out Bar is High
- We are Fanatic About Our Customers' Success
Company HQ
Vancouver
Articles
Leadership
Henry Schuck
(CEO)Originally founded DiscoverOrg which went on to become ZoomInfo through an acquisition in 2019.
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