Manager, Deal Desk

Adobe; San Jose (CA); On-site; USD 110,000 - 199,000; Full time

Job summary

Adobe seeks a Deal Desk Leader to manage and scale a team of analysts shaping deal structures for large enterprise transactions. You will partner with Sales, Legal, Product Marketing, and Accounting to drive value through informed pricing and terms.

You will develop pricing strategies, mentor a 6+ person team, and ensure adherence to policy while optimizing complex deals for Adobe and customers.

Qualifications

• 3+ years leading successful teams.
• 5+ years in a Deal Desk, Finance, Sales Operations or related field (software industry preferred).
• Proven ability to build relationships across cross-functional teams and leaders.
• Experience reading, writing and interpreting enterprise contract language.

Responsibilities

• Develop pricing strategies and negotiate commercial terms for large enterprise transactions.
• Build deal structures aligned with pricing rules, bookings policy, and company strategy.
• Manage and scale a staff of 6+ handling quotes, pricing approvals, and policy adherence.
• Analyze non-standard and discounted deals to enable real-time approval decisions.
• Present analysis to senior decision-makers to support grounded conclusions.
• Escalate deal-support matters to Sales leadership and prioritize appropriately.
• Develop robust, repeatable deal processes with automation opportunities.

Skills

Team leadership

Pricing strategy

Cross-functional collaboration

Salesforce/CPQ experience

Revenue recognition knowledge

Contract language literacy

Enterprise sales experience

Education

Bachelor's degree in Finance, Accounting, or Economics

MBA or CPA a plus

Tools

Salesforce

Microsoft Dynamics

CPQ

Job description

The Opportunity

In this role, you will be responsible for managing and scaling a team of Deal Desk Analysts who build and influence deal structures for Adobe’s largest enterprise transactions. We are looking for someone to partner with and become a trusted advisor for teams across the go-to-market ecosystem including Sales, Product Marketing, Legal and Accounting. This person’s team acts as the primary point of contact and coordinator for all departments and key collaborators involved in large, complex and non-standard enterprise deals. They will build scalable solutions that help our sellers and global Deal Desk teammates make informed decisions to structure deals that drive long term value for Adobe and our customers.

In this role, you will be responsible for managing and scaling a team of Deal Desk Analysts who build and influence deal structures for Adobe’s largest enterprise transactions. We are looking for someone to partner with and become a trusted advisor for teams across the go-to-market ecosystem including Sales, Product Marketing, Legal and Accounting. This person’s team acts as the primary point of contact and coordinator for all departments and key collaborators involved in large, complex and non-standard enterprise deals. They will build scalable solutions that help our sellers and global Deal Desk teammates make informed decisions to structure deals that drive long term value for Adobe and our customers.

What You'll Do

• Collaborate with Sales leadership to develop pricing strategies and negotiate commercial terms for larger enterprise transactions.
• Develop subject matter expertise on pricing rules, bookings policy and broader company strategy, and build deal structures to ensure they are aligned with these objectives.
• Manage and scale a staff of 6 or more, responsible for daily quote handling and pricing approvals, ensuring adherence to company policy.
• Perform analysis on all non-standard and discounted deals in your assigned territory to make real time approval decisions.
• For our largest deals, present this analysis to more senior decision-makers in a clear and concise fashion that enables them to reach well-grounded conclusions.
• Act as the point of escalation with Sales leaders, and make prioritization decisions for deal-support matters.
• Develop robust and repeatable deal processes, finding opportunities for automation and simplification.

What You Need To Succeed

• Proven experience leading successful teams for 3+ years.
• 5+ years in a Deal Desk, Finance, Sales Operations or related field, ideally with experience in the software industry.
• Proven ability to build relationships with and influence cross-functional teams and their leaders to achieve shared objectives
• Experience reading, writing and interpreting enterprise contract language.
• Bachelor’s degree in Finance, Accounting, or Economics, or equivalent experience (MBA/CPA a plus).
• Experience with Salesforce or Microsoft Dynamics, and CPQ.
• Strong understanding of software revenue recognition and order processing principles.
• Strong experience working with enterprise sales teams.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Let’s Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email [e-mail] or call [phone].

AI Use Guidelines for Interviews

Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.

At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this positionis $109,700 -- $198,600 annually. Paywithin this range varies by work locationand may also depend on job-related knowledge, skills,and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

In California, the pay range for this position is $137,100 - $198,600

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

State-Specific Notices

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.