Senior Deal Desk Manager

Expel; United States; Remote; USD 111,000 - 160,000; Full time

Benefits offered by this job

Unlimited PTO

Location flexibility

Parental leave (up to 24 weeks)

Job summary

Expel is seeking a Senior Deal Desk Manager to own quoting, pricing, and contracting in a fast-growing cybersecurity environment. You will lead cross-functionally with Sales, Legal, and Finance to structure complex deals and protect revenue recognition.

You'll work in a role that blends deal strategy with process improvement, using Salesforce/CPQ to drive efficient approvals and clear pricing. Remote-friendly with HQ in the US.

Qualifications

• Customer-facing role requiring strong negotiation and communication skills.
• Experience supporting an enterprise or mid-market SaaS sales team through complex, negotiated deals.
• Hands-on skill with Salesforce and Salesforce CPQ, including approvals and quote configuration.

Responsibilities

• Own the quoting, approvals, and contracting process end to end.
• Collaborate with Sales, Legal, and Finance to structure and finalize deals.
• Provide forward visibility into late-stage pipeline, discount trends, and deal structures.
• Support quarterly close with clean deal records and an audit trail.

Skills

Active listening

Conflict management

Decision making

Tools

Salesforce CPQ

Salesforce

Excel

Google Sheets

Job description

Picture this—an Account Executive closes the biggest deal in Expel history, helping the company make its annual number, and you structured the deal that made it happen. Sound exciting? Then keep reading.

Deal Desk is where Sales, Legal, and Finance either work as one team or grind against each other. Our next Senior Deal Desk Manager is the person who makes it the former: pricing and structuring deals with reps, pressure-testing terms with Legal, protecting revenue recognition and margin with Finance, and getting all three to a fast, defensible “yes.”

At Expel, we believe if we take care of our employees, they’ll look after our customers, and the rest works itself out. It’s as simple as that. We’ve built a place to work based on transparency, where people love what they do and their work gets appreciated.

If you want to join a team that finds a way to say “yes” and strives to be excellent, we’d like to hear from you.

What Expel can do for you

• Give you real ownership of the quoting, approval, and contracting process—and the room to fix what’s broken
• Put you at the table with Sales, Legal, and Finance leadership on the deals that matter most
• Offer an environment that values your work, ideas, and creativity
• Provide the tools, technology, and cross-functional support you need to run an effective Deal Desk
• Give you a front-row seat to how a growing cybersecurity company actually sells

What you can do for Expel

With Sales

• Be the go-to for the field on quoting, pricing scenarios, discount structures, and non-standard terms
• Coach reps and managers on structuring opportunities early, so complexity surfaces before the last week of the quarter
• Run approvals end to end—build the deal package, drive it through the chain, and bring the decision and the reasoning back to the rep

With Legal

• Act as the business-side counterpart on contract negotiations—translate commercial intent into terms Legal can paper, and legal risk into trade-offs Sales can act on
• Maintain the fallback and playbook library for commonly negotiated terms so standard redlines don’t need escalation

With Finance

• Make sure every closed deal holds up: revenue recognition, ARR classification, billing terms, margin thresholds, and approval documentation
• Support quarterly close and audit with clean deal records and a defensible approval trail
• Give Finance forward visibility into late-stage pipeline, discount trends, and deal structures that move the forecast

Across the board

• Own and improve the quoting, approval, and contracting stages of our lead-to-cash process
• Work with Revenue Operations and Business Systems on Salesforce and CPQ configuration, approval workflows, and reporting
• Use data to understand what’s working, what’s not, and what to do next

What you should bring with you

• 5–8 years of experience, including 3+ years in Deal Desk, sales operations, or revenue operations at a technology company—SaaS strongly preferred
• Experience supporting an enterprise or mid-market SaaS sales team through complex, negotiated deals
• Working knowledge of SaaS revenue fundamentals: revenue recognition, ARR definitions, contract structures, and standard commercial terms
• Hands‑on skill with Salesforce and Salesforce CPQ, including approvals and quote configuration, plus strong Excel and Google Sheets chops
• The judgment to know when to solve, when to elevate, and how to tell a rep no without losing their trust
• Strong active listening and conflict management skills—you build consensus across stakeholders with competing incentives
• Cybersecurity or managed security experience is a plus, not a requirement

Additional notes

Applicants must reside within the continental United States, and can work remotely or from our Expel HQ office in Herndon, VA. Occasional travel will be required.

The base salary range for this role is between $115,000 USD and $160,000 USD + variable eligibility and equity. While the full salary band reflects our long‑term compensation framework, we’re primarily targeting candidates between $129,000 and $149,000 based on experience, skills, and market data.

We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.

We’re only hiring those authorized to work in the United States. We do not currently sponsor immigration visas.

We’re an Equal Opportunity Employer: You’ll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

We’ll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please let us know if you need accommodation of any kind.

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Salary Range

$110,600—$160,400 USD