Deal Desk Manager, Dropbox

• Minimum 2+ years managing a Deal Desk or similar function within an Enterprise SaaS or B2B sales environment
• Minimum 2+ years of people management experience
• At least 6 years of experience in deal desk strategy, sales operations, or related roles involving complex pricing and proposal execution
• Proven ability to lead cross-functional teams and manage stakeholder relationships effectively
• Expertise in licensing models, contract structuring, and compliance with revenue recognition standards
• Strong proficiency with Salesforce, CPQ tools, and reporting/analytics platforms
• Exceptional communication skills, both verbal and written, with a customer-centric and transparent style
• Ability to multitask and prioritize effectively during high-volume periods, including quarter-end and year-end cycles

Desirable

• As the Deal Desk Manager, you will lead and develop a high-performing team responsible for deal review, recommendations, execution, and operational scaling within our Global Sales and Channel organization
• You will be a trusted advisor to sales and cross-functional leadership, shaping objectives, monitoring team effectiveness, and ensuring alignment of tactical activities with strategic business outcomes
• Your role is pivotal in fostering strong stakeholder relationships with sales managers and leaders, maintaining a customer-centric approach, and driving continuous improvements in deal velocity and compliance
• You will oversee complex proposal evaluation and process, licensing model analysis, and contract structuring while innovating scalable processes that enhance efficiency and deal closure rates
• This role demands a strategic mindset, exceptional communication skills, and the ability to navigate ambiguity in a fast-evolving SaaS sales environment
• Define and execute the operational strategy for the Deal Desk team aligned with broader sales objectives
• Lead, mentor, and manage a team of Deal Desk Analysts, setting clear performance targets and regularly communicating progress to stakeholders
• Serve as the primary liaison between sales, legal, and finance teams to craft and consult on complex deal proposals
• Analyze licensing models and recommend optimal contract structures to maximize revenue and customer satisfaction
• Act as the escalation point for complex deal issues, providing expert guidance on alternative contract options and value propositioning
• Develop and implement initiatives to improve Deal Desk productivity, simplify processes, and enhance compliance with revenue recognition policies