Senior Manager, Deal Desk

Deepgram; Oregon; Ibrido; USD 140.000 - 210.000; Tempo pieno

Descrizione del lavoro

Deepgram is hiring a Senior Manager, Deal Desk to build and run our desk from the ground up. You will partner with Sales, Revenue, Product, and Finance to shape pricing, terms, and playbooks for complex, usage-based deals and renewals. A proven desk, matrix, or playbook that sales adopted is highly valued.

You’ll lead cross-functional efforts to accelerate deal velocity while ensuring revenue recognition and audit readiness. Strong communication and an AI-first approach are essential.

Competenze

• 6+ years in deal desk, deal strategy or pricing at a B2B technology company, with 3+ running a desk.
• Usage-based pricing experience: commitments, credits, overage, ramps and rollover.
• A desk, matrix or playbook you built that sales adopted.
• Financial fluency, including how deal terms affect revenue recognition.
• Hands-on experience building Salesforce CPQ, plus SQL.
• Credibility with sales executives, clear writing, and an AI-native way of working you can show.

Mansioni

• Build the desk: approval matrix, pre-approved playbook, and credit/promo guidelines.
• Run it day-to-day: review non-standard deals and provide same-day answers.
• Shape large deals early: commitment size, ramps, product mix and terms.
• Partner with Product and sales leadership on pricing and packaging.
• Build pricing insight: deal margins, discounts, and win-rate analysis.
• Keep deals clean and audit-ready with approvals and terms in Salesforce.
• Use AI to run the desk: agent-first review, then refine rules.
• Build out CPQ in Salesforce so playbooks and approvals live in quotes.
• Collaborate with Customer Success on renewals, then own renewals as the desk matures.

Conoscenze

Deal desk leadership

Pricing strategy

Sales alignment

Financial fluency

Salesforce CPQ

SQL

Clear writing

AI-native mindset

Strumenti

Salesforce CPQ

Descrizione del lavoro

Company Overview

Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram.

Company Operating Rhythm

At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance.Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do.Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5.

Deepgram is hiring a Senior Manager, Deal Desk to build our deal desk from the ground up and run it. Deepgram is a usage-based voice AI platform (speech-to-text, text-to-speech and the Voice Agent API), sold through self-serve plans, enterprise commitments and cloud marketplaces. You'll report to the Chief Accounting Officer and work daily with leaders in Sales, Customer Success, Product and Finance.

The desk is not a control function. Its job is to help Sales win better deals faster, at prices we can defend.

What you’ll do

• Build the desk: approval matrix, pre-approved playbook, and credit and promo guidelines, so most deals need no approval.
• Run it day to day: review non-standard deals and give same-day answers.
• Shape large deals early: commitment size, ramps, product mix and terms.
• Partner with Product and sales leadership on pricing and packaging.
• Build pricing insight: deal margin, realized discount, and win rate by discount band.
• Keep deals clean and audit-ready, with approvals and terms recorded in Salesforce.
• Use AI to run the desk: an agent does the first-pass review; you make the call and improve the rules.
• Build out CPQ in Salesforce so the playbook and approvals live in the quote.
• Partner with Customer Success on renewals at first, then take ownership of renewals as the desk matures.

What you’ll need

• 6+ years in deal desk, deal strategy or pricing at a B2B technology company, with 3+ running a desk.
• Usage-based pricing experience: commitments, credits, overage, ramps and rollover.
• A desk, matrix or playbook you built that sales adopted.
• Financial fluency, including how deal terms affect revenue recognition.
• Hands-on experience building Salesforce CPQ, plus SQL.
• Credibility with sales executives, clear writing, and an AI-native way of working you can show.

Nice to have

• Infrastructure, API or AI company experience.
• Pre-IPO experience.
• Cloud marketplace private offers (AWS, GCP, Azure).
• Has owned or run renewals.