Senior Deal Desk Manager II

Gomotive; Northern (KY); Hybrid; USD 136,000 - 186,000; Full time

Job summary

Motive is seeking a Senior Deal Desk Manager to lead end-to-end deal execution for the Americas and Enterprise, guiding strategy, structuring agreements, and ensuring compliant revenue recognition.

You will partner with Account Executives and Success teams, optimize deal pipelines, and deliver scalable processes while navigating large organizations and tight schedules.

Qualifications

• 7+ years of Deal Desk or operations experience at high-growth tech companies.
• Experience with complex, non-standard deals within Enterprise/Strategic segments.
• Expert in Salesforce; Tableau a plus.
• Familiarity with Public Sector business norms.
• Strong written and verbal communication; teamwork and customer service.
• Able to work in ambiguous environments under tight timelines.
• Ability to navigate large, complex organizations and build relationships across functions.
• Location: remote in PT/MT zones with PT overlap preferred.

Responsibilities

• Serve as strategic and tactical business partner to sales and support functions to facilitate deal composition and approvals.
• Make quantitative and qualitative recommendations to executive management on deal structures and approvals.
• Ensure timely and accurate deal execution throughout the sales cycle, including evaluating discounts and revenue recognition rules adherence.
• Serve as the deal’s internal quarterback, resolving items related to terms and conditions, order processing, and management.
• Optimize and manage a continuous deal pipeline by enforcing Deal Desk guidelines and streamlining the sales experience.
• Develop a holistic understanding of Motive’s business and apply multidisciplinary thinking to analysis and execution.

Skills

Deal Desk experience

Communication skills

Ambiguity tolerance

Relationship building

GTM collaboration

Independent contributor

Sales knowledge

Tools

Salesforce

Tableau

Job description

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

We're looking for an experienced Senior Deal Desk Manager (individual contributor) to help build out and manage end-to-end execution of complex deals and streamlined approval processes within our Americas and Enterprise business segment. You will guide and establish a deal strategy, invent and simplify deal process and workflow, and get your hands dirty as a subject matter expert providing outstanding customer service and thought leadership to Account Executives, Customer Success Managers, line of business managers and other stakeholders across the go-to-market organization. You will provide agreement structuring and guidance and prepare tailored contractual packages for customers. You will contribute to scalability and efficiency gains in internal processes that impact the overall customer experience and contribute to the company’s overall Sales and Customer Success strategy.

What You'll Do:

• Serve as a strategic and tactical business partner to the sales organization and support functions to facilitate deal composition and approvals, including exception escalation and management, historical account overview, pre-sales objection handling, and account management support
• Make quantitative and qualitative recommendations to executive management on deal structures and approvals
• Serve as a subject matter expert to ensure timely and accurate deal execution throughout the sales cycle, including evaluating discounts and approval policies and all revenue recognition rules adherence.
• Serve as the deal’s internal quarterback, working to resolve open items related to terms and condition issues that impact our stakeholders, and topics related to order processing and management
• Optimize and manage a continuous deal pipeline by ensuring Sales follows Deal Desk guidelines and continuously revise Deal Desk processes to streamline the sales experience
• Develop a holistic understanding of the various components of Motive’s business and be able to apply the multidisciplinary thinking to all your analysis and execution

What We're Looking For:

• 7+ years of Deal Desk or operations experience at high-growth technology companies, ideally within go-to-market functions such as sales, marketing, and customer success
• Recent experience working on complex, non-standard deals within the Enterprise and Strategic segments
• Expert in Salesforce required; experience with Tableau a plus
• Familiarity with Public Sector business norms
• Strong communicator with exceptional verbal and written communication, interpersonal, teamwork, and customer service skills
• Able to work in ambiguous environments under tight and unpredictable timelines
• Ability to navigate large, complex organizations and build and nurture relationships with leaders and teams across functions
• Location: Remote in PT/MT zones only Ability to work with a Pacific Time (PT) overlap, with a strong preference for candidates residing in the PT time zone.
• This is an individual contributor role

United States

$142,000 - $180,000 USD

Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements).

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.

The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.

All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.