Deal Desk Manager

Summary

Join Samsara's Deal Desk team as a highly collaborative member working closely with Sales, Sales Operations, Customer Success, Product, Legal, and Finance to define deal success and align on a commercial strategy. You will guide the structure and execution of Enterprise deals, advise on optimal deal structure and discounting, evaluate deal financials, mitigate risk, manage the North America Enterprise Deal Desk support request queue, and drive business decision-making. This role requires proficiency in understanding deal financials and complex SaaS deals, excellent communication and problem-solving skills, and a successful track record in a high-growth business. You will collaborate with internal stakeholders and customers, contribute to process improvement, and champion Samsara's cultural principles. This position offers a competitive compensation package and benefits, including flexible working options.

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
• Samsara’s compensation program is designed to deliver Total Direct Compensation (based on role, level, and geography) that is at or above market. We do this through our base salary + bonus/variable + restricted stock unit awards (RSUs) for eligible roles
• For eligible roles, a new hire RSU award may be awarded at the time of hire, and additional RSU refresh grants may be awarded annually
• Top performers in eligible roles may receive above-market equity refresh awards which allow employees to achieve higher market positioning
• $91,035 — $122,400 USD