Senior Deal Desk Manager

Summary

Join HackerOne as a Senior Deal Desk Manager and partner with Sales, Legal, and Finance teams to support complex Enterprise and Channel deals. You will build financial models, conduct scenario analyses, and act as a trusted advisor during deal reviews. Responsibilities include tracking key performance indicators (KPIs), contributing to pricing strategies, and providing insightful reporting to leadership. This remote position, based in Austin, TX or Washington, DC, offers flexibility while maintaining opportunities for in-person collaboration. The role requires strong financial modeling skills, experience in SaaS business models, and proven success in high-growth environments. You will play a crucial role in ensuring financial discipline and supporting HackerOne's strategic growth.

Requirements

• 8+ years of experience in FP&A, Deal Desk, Strategic Finance, or Sales Strategy roles, ideally in tech/SaaS environments
• Strong expertise in enterprise deal structures, complex pricing terms, and SaaS business models
• Deep understanding of SaaS metrics and the financial implications of complex pricing, custom terms, and partner economics
• Strong financial modeling skills and ability to translate data into actionable business insights
• Experience partnering cross-functionally with Sales, Legal, and Executive leadership
• Proven success in high-growth environments, with a track record of scaling financial processes and operational workflows to drive efficiency and support rapid expansion
• Clear communicator with a strong ability to influence decisions in fast-paced, high-growth environments
• Proficiency in Salesforce and familiarity with planning/BI tools like Adaptive Insights, Looker, or Tableau

Responsibilities

• Partner with Sales, Legal, and Finance to support Enterprise and Channel deals, providing analysis and guidance on deal structure, margin impact, and overall financial health
• Build financial models and scenario analyses to assess the impact of large, non-standard deals and channel partner agreements on bookings, ARR, and profitability
• Act as a trusted advisor during the deal review and approval process, ensuring financial guardrails and pricing strategies are upheld across regions and segments
• Support FP&A in improving forecast accuracy by integrating near-term deal activity into pipeline, bookings, and revenue projections
• Track and report on deal-related KPIs such as average deal size, discount trends, sales cycle time, partner margins, and direct vs. indirect performance
• Bring structured insight into Enterprise sales motion (multi-year, high-touch, bespoke terms) and Channel strategy (partner-led, co-sell, resale, distribution)
• Contribute to pricing strategy reviews and collaborate with the broader finance and go-to-market teams to refine packaging and discounting frameworks
• Bring a solution-oriented mindset to complex deal scenarios — identifying trade-offs and proposing creative structures that balance financial discipline with business enablement
• Participate in quarter-end performance analysis and planning cycles, helping to explain deal-driven variance to plan
• Develop and deliver reporting that helps leadership make informed decisions about large deals, channel programs, and revenue predictability

Preferred Qualifications

• Experience supporting Channel sales models: resale, partner-led, or co-sell motions
• Understanding of partner economics and indirect revenue forecasting
• BA/BS in Finance, Economics, or Business; MBA or advanced degree a plus

Benefits

• Health (medical, vision, dental), life, and disability insurance*
• Equity stock options
• Retirement plans
• Paid public holidays and unlimited PTO
• Paid maternity and parental leave
• Leaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act)
• Employee Assistance Program
• Flexible Work Stipend