Deal Desk Manager

Summary

Join Samsara's Deal Desk team and partner with the Sales organization to drive market wins and achieve revenue targets. As a Deal Desk member, you will collaborate with various teams to define deal success and align on a commercial strategy. The ideal candidate is highly self-motivated, possesses strong commercial and interpersonal skills, and thrives in a fast-paced environment. You will guide the structure and execution of Enterprise deals, advise on optimal deal structure and discounting, evaluate deal financials, mitigate risk, and manage the North America Enterprise Deal Desk support queue. This role offers opportunities for process improvement and career development within a rapidly growing company. The position is open to candidates residing in the US, excluding specific metro areas and states.

Requirements

• 5+ years of experience either in Deal Desk, Finance, Sales Operations or Revenue Operations and bachelor's degree or equivalent
• Proficiency in understanding the overall construction of complex, enterprise SaaS deals; able to advise on booking and revenue recognition ramifications based on deal construct
• Ability to analyze deal economics and explain available commercial levers to Sales
• Excellent communication skills with the ability to build effective cross-functional partnerships and explain changes to policies and procedures
• Strong problem-solving mentality, with an ability to independently navigate internal resources and proactively manage internal blockers for approval and booking of non-standard deals
• Successful track record of operating in a high-growth business, with a demonstrated ability to drive results independently
• Excellent commercial reasoning skills, balancing an acute attention to detail with the ability to recognize the bigger picture
• Ability to balance competing priorities in a fast-paced environment and demonstrate strong time management skills
• Highly responsive; ability to work extended hours during month and quarter-end cycles, as needed

Responsibilities

• In close partnership with Sales, guide the structure and execution of Enterprise deals while optimizing for customer experience, revenue, profitability, and compliance
• Influence deals by advising on optimal deal structure, discounting best practices, and standard commercial terms. Educate Sales on standard commercial strategy to drive deal velocity and repeatable success
• Evaluate deal financials, including deal margin, payment terms, and cash flow, to optimize deal execution against company financial targets
• Mitigate risk through application of standardized terms, ensuring deals align with company policies and revenue recognition requirements
• Manage the North America Enterprise Deal Desk support request and quote approval queue, consistently maintaining SLAs with high impact output
• Proficiency in understanding deal financials to drive business decision-making
• Coordinate closely with internal stakeholders & customers to drive deal closure and ensure a seamless customer experience
• Collaborate with Enablement to build and deliver training sessions for Sales
• Identify opportunities for process improvement and, in conjunction with leadership, implement solutions to quantifiably increase efficiency
• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices

Preferred Qualifications

Experience with CRM tools (e.g. Salesforce) and Google Sheets / MS Excel

Benefits

Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, Samsara for Good charity fund, and much, much more