Deal Desk Architect: Pricing, Quoting & Governance

Exa; San Francisco, Northern (CA, KY); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Exa is hiring a Deal Desk Manager to build a centralized deal desk from scratch, standardizing how we structure commercial deals with prospects and customers.

You will own the pricing playbook, the approval matrix, and the quoting process, becoming the single accountable owner of how deals are structured and booked. Join a fast-growing team shaping revenue governance and field partnership.

Qualifications

• 6+ years in deal desk, deal strategy, order management, sales operations, or commercial finance at high-growth B2B tech companies.
• Direct experience structuring consumption or usage-based commercial agreements including committed spend, overage, true-ups, ramps.
• Fluency in enterprise contracting mechanics: order forms, MSAs, DPAs, security addenda.
• Strong Salesforce fluency and hands-on CPQ/approval automation experience.
• Real modeling ability: build the deal scenario and defend numbers in the room.
• Judgment to say no to bad structures while maintaining velocity and discipline.

Responsibilities

• Design and run the approval matrix and delegation of authority for deals.
• Own quoting and order form generation end-to-end, including CPQ configurations.
• Partner with Legal on redlines and non-standard terms.
• Drive handoff to Finance and billing with accurate start dates and schedules.
• Maintain an audit trail on exceptions and identify patterns over time.
• Serve as commercial partner in deal reviews and forecast calls to improve velocity.

Skills

Deal Desk

Deal Strategy

Sales Operations

Commercial Finance

Salesforce CPQ

Quotas & Approvals

Tools

Salesforce CPQ

Contracting Tools

Job description

Exa is hiring a Deal Desk Manager to build a centralized deal desk from scratch, standardizing how we structure commercial deals with prospects and customers.

You will own the pricing playbook, the approval matrix, and the quoting process, becoming the single accountable owner of how deals are structured and booked. Join a fast-growing team shaping revenue governance and field partnership.