Manager, Deal Desk

EdCast; Mountain View (CA); On-site; USD 140,000 - 185,000; Full time

Job summary

Cornerstone is seeking a Deal Desk Manager to lead a team of Senior Analysts supporting the Global Sales organization. You will guide quote generation, deal structuring, pricing, and policy adherence while collaborating across Sales, Finance, and Legal to improve processes and efficiency.

The role requires strong leadership, urgency, and the ability to manage competing priorities in a fast-paced environment. You will drive continuous improvement and ensure timely deal reviews and approvals.

Qualifications

• 3-5 years in Deal Desk or Revenue Operations
• Proven leadership of a team
• Ability to work with urgency and deadlines
• Excellent communication in English

Responsibilities

• Oversee day-to-day Deal Desk operations, assist with structuring, quoting, pricing and approvals
• Build relationships with sales leaders and teams
• Develop feedback loops to improve policies and processes
• Lead and develop a high-performing team
• Collaborate with Director to boost engagement
• Review quotes for compliance and provide coaching
• Challenge outdated policies impacting Order to Cash
• Participate in deal reviews and strategy discussions
• Manage ServiceNow queues and analyze ticket trends
• Identify deal trends by segment or industry
• Maintain knowledge of product offerings and pricing changes
• Manage Deal Desk approval queue to ensure timely reviews

Skills

Deal Desk

People management

Sales operations

CPQ tools

Pricing strategy

Policy compliance

Stakeholder management

Tools

Salesforce Quoting

Apptus CPQ

DocuSign CLM

MS Excel

Job description

The Deal Desk Manager will report to the Deal Desk Director and manage a team of Senior Analysts supporting Cornerstone's Global Sales organization. This role serves as a primary point of contact for the global Sales team, providing guidance on quote generation, deal structuring, pricing, policy adherence, and compliance. As a member of the broader Deal Desk organization, you will contribute to business scalability through process improvement, policy standardization, operational excellence, and cross-functional collaboration. The ideal candidate thrives in a fast-paced environment, acts with urgency, and effectively manages competing priorities and tight deadlines. In this role you will..

Responsibilities

• Manage the Deal Desk day to day function and assist the Sales org with Deal structuring, Quoting and Pricing, Special Terms and Exception Approvals Management
• Foster relationships with direct reports, sales leaders and their respective teams
• Develop a feedback loop with Sales and provide on-going recommendations regarding the improvement of policies and process
• Develop and lead a team of talented, smart individuals dedicated to improving/creating the greatest experience for our internal Sales, Finance, Legal teams
• Work with the Director to continuously improve team engagement
• Continuous review of deal progression and collaboration with colleagues to ensure optimal deal cycle times
• Review Sales-proposed quotes, provide feedback and coaching to both Sales and analysts, ensure compliance with published sales and business policies, and approve or reject/escalate quotes as needed based on policy and business judgement
• Challenge legacy policies and procedures that complicate the Order to Cash process
• Participate in deal review and strategy discussions with sales teams and internal stakeholders, providing guidance on policy interpretation, deal structuring options, pricing considerations, and approval requirements.
• Manage ServiceNow incoming ticket queues and provide analysis on ticket trends
• Identify deal trends and drive efforts to categorize historical contracting and deal structuring trends based on sales segment or industry vertical
• Maintain deep knowledge of product offerings, roadmap updates, and release changes to effectively support deal structuring, pricing decisions, quoting guidance, and sales enablement.
• Manage Deal Desk approval queue, ensuring deals are reviewed timely

Requirements

• 3-5 years of experience in a Deal Desk, Revenue Operations, Sales Operations, or similar commercial support function
• Previous people management experience, including coaching, developing, and leading high-performing teams
• Demonstrated ability to work with urgency, manage competing priorities, and meet tight deadlines in a fast-paced environment
• Strong Leadership Skills
• Communication needs to be clear and able to articulate (Proficient in English)
• Proficiency with Salesforce Quoting, CPQ, Apptus CPQ and DocuSign CLM tools (ale to trouble shoot issues review resources before seeking assistance( Intermediate / advanced skills in MS Excel (VLOOKUP Pivot Charts a must)
• Strong PowerPoint and Presentation Skills
• A selfless team player mentality
• An ability to be flexible and adaptable in a changing environment
• A strong aptitude to learn new things easily
• Highly organized with the ability to multi-task handle multiple deadlines simultaneously
• Precise attention to detail
• Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment
• Consideration for privacy and security obligations