Deal Desk Manager

Cloudflare; Austin (TX); On-site; USD 134,000 - 202,000; Full time

Benefits offered by this job

Medical/Rx Insurance

Dental Insurance

401(k) Retirement Savings Plan

Employee Stock Participation Plan

Flexible Paid Time Off

Parental Leave

Job summary

Cloudflare seeks a senior Deal Desk Manager in Austin to architect AI-driven deal structures and accelerate complex enterprise negotiations. You will work with Sales, Legal, Finance, and Product to optimize pricing, risk, and margins while leveraging automation to speed approvals.

Bring 6–8+ years in deal desks or related finance roles, deep SaaS metrics knowledge, and strong negotiation and cross-functional collaboration skills.

Qualifications

• 6-8+ years in Deal Desk, FP&A, Revenue Ops, or similar.
• 3+ years in deal desk experience preferred.
• Strong understanding of SaaS metrics, pricing models, ARR, gross margin, churn and profitability.
• Experience drafting and interpreting commercial contracts, with pricing and licensing focus.
• Data and AI literacy to scale insights and automate workflows.
• Ability to audit pricing models and align with long-term company goals.

Responsibilities

• Architect and structure high-value enterprise deals with strategic guidance.
• Serve as Sales Co-pilot; analyze pricing, terms, and action recommendations for deals.
• Curate and tune AI agents to ensure scalable, compliant workflows.
• Drive cross-functional process design with Legal, Finance, Product teams to automate approvals.
• Champion AI and automation to reduce deal cycle times and improve velocity.

Skills

Deal Desk

FP&A

Revenue Operations

SaaS Metrics

Pricing & Contracts

Data & AI Literacy

Pricing Analytics

Negotiation Skills

Cross-functional Collaboration

Job description

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

Available Locations

Austin, TX | Seattle, WA | Denver, CO

About The Department

The Deal Desk team is a critical component of the Finance function, acting as a strategic partner to the global Sales organization. We are responsible for partnering with sales to structure, negotiate, and close complex deals. We ensure that deals meet the requirements of "good business" while also keeping our customers' best interest in mind. We are committed to building a data-centric and AI-augmented Deal Desk that leverages predictive analytics and automated workflows to optimize pricing in real-time and automate routine approvals, allowing for deeper strategic focus.

About The Role

As a Deal Desk Manager, you will be the architect of our AI-driven deal desk, transitioning our sales process from manual workflows to an intelligent, automated engine that spans from initial scoping to final execution. By leveraging agentic workflows and automated data layers, the focus shifts to high-judgment architecture for non-standard enterprise deals. The objective is to serve as a high-influence "Sales Co-pilot," using AI-driven insights to maximize deal velocity and Long-Term Value (LTV) while relentlessly reducing friction through iterative process automation.

Responsibilities

• Orchestrate Strategic Deal Architecture: Lead the structuring and execution of non-standard, high-value enterprise deals, providing high-judgment guidance that balances competitive differentiation with long-term business health.
• Sales Co-pilot & Strategic Influence: Serve as a strategic partner to Sales leadership, utilizing AI-driven data to maximize deal velocity, improve LTV, and ensure discovery reflects true customer needs. Perform analysis on pricing and deal terms, leveraging AI insights to recommend "next best action" for deal structuring and margin optimization.
• Curate and Tune AI Agents: Manage the enterprise deal approval ecosystem by tuning automated agents and models to ensure compliance and accuracy at scale.
• Drive Process Iteration: Partner with cross-functional teams (Legal, Finance, Product) to build, streamline, and automate deal desk processes, architecting autonomous approval workflows and focusing on reducing field friction through relentless automation.
• Champion AI & Automation Integration: Champion the integration of LLMs and generative AI tools to automate deal desk workflows, significantly reducing deal cycle times. Identify bottlenecks and implement AI-powered productivity solutions.

Desirable Skills, Knowledge, And Experience

• 6-8+ years of Deal Desk, FP&A, Revenue Operations, or similar experience, with a proven track record of supporting large-scale enterprise sales motions; 3+ years of deal desk experience preferred.
• Financial & Sales Acumen: Solid understanding of SaaS metrics, pricing models, and financial concepts like ARR, Gross Margin, churn, and profitability. Experience with revenue recognition principles (e.g., ASC 606) is highly desirable. Experience selling software is a bonus.
• Contract & Pricing Knowledge: Experience drafting and interpreting commercial contracts, with a focus on terms that impact revenue recognition and financial risk. Ability to analyze and recommend the best course of action for complex pricing and licensing situations.
• Data & AI Literacy: Proficiency in leveraging agentic workflows and prompt engineering to scale influence, extract insights from large datasets, and automate repetitive operational tasks and internal documentation.
• Algorithmic Thinking: The ability to understand and audit automated pricing models to ensure alignment with long-term company goals.
• Strategic Influence: Demonstrated ability to navigate complex, cross-functional negotiations and make high-judgment decisions in fast-paced environments.
• Process Design Mindset: A relentless focus on iterative automation and the ability to translate complex business policies into streamlined, automated logic.
• Communication Excellence: Exceptional written and oral communication skills, capable of explaining complex deal structures and financial data to both technical and executive stakeholders.

Bonus Points

• Experience in software sales or sales operations, providing a "boots on the ground" perspective of the sales cycle.
• Deep knowledge of Cloud/SaaS infrastructure and the global cybersecurity competitive landscape.

Compensation

Compensation may be adjusted depending on work location.

• For Seattle based hires: Estimated annual salary of $147,000 - $202,000
• For Denver based hires: Estimated annual salary of $134,000 - $184,000

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo

Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project

In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1

We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [e-mail] or via mail at 101 Townsend St. San Francisco, CA 94107.