Deal Desk Manager
Cloudflare
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Benefits dieser Stelle
Zusammenfassung
Cloudflare is seeking a Deal Desk Manager in Denver to architect our AI-driven deal desk and transition sales processes toward automated workflows. You will lead non-standard enterprise deals, balance velocity with long-term value, and partner with Legal, Finance, and Product to build scalable pricing and approvals.
You will apply deep knowledge of SaaS metrics, pricing, and revenue recognition to influence deal terms, optimize margins, and drive faster close cycles in a fast-paced fintech
Qualifikationen
- 6–8+ years in Deal Desk, FP&A, Revenue Operations or similar roles.
- Strong SaaS metrics, pricing, and financial concepts.
- Experience drafting and negotiating contracts with revenue recognition focus.
- Proficiency with data tools and AI-driven workflows.
Aufgaben
- Orchestrate non-standard high-value enterprise deals with high judgment.
- Act as Sales Co-pilot, using AI-driven data to optimize deal velocity and margins.
- Tune enterprise deal approvals and automated agents for accuracy at scale.
- Collaborate with Legal, Finance, Product to automate deal desk processes.
- Champion AI integration to reduce deal cycle times and friction.
Kenntnisse
Jobbeschreibung
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.
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.
Austin, TX | Seattle, WA | Denver, CO
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.
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.
- 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.
- 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.
- 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 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
This role is eligible to participate in Cloudflare’s equity plan.
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.
- 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
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
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.
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.
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.
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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
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