Senior Deal Manager

Summary

Join HashiCorp as an experienced Deal Manager to facilitate and structure complex deals, supporting the Sales team and stakeholders in optimizing key transactions while adhering to company policies. You will work closely with internal teams to address field requests and customer needs, managing the deal process from end to end and driving efficiency improvements. This role involves partnering with Sales, Finance, and Legal teams on deal structuring, contract reviews, and approvals. You will also draft and review special requests, ensuring compliance with policies and best practices. The position offers opportunities for professional development and growth into a leadership role. This is a remote position.

Requirements

• 5-7+ years of operations experience with technology companies in functions such as deal
• Understanding of GAAP accounting standards with a strong knowledge base on ASC 605 and ASC 606
• Experience with SFDC Quote to Cash CPQ Tool
• Has developed and maintained standard deal desk processes, approval matrices and order terms
• Able to work in ambiguous environments under tight and unpredictable timelines
• Able to work with a high degree of autonomy

Responsibilities

• Serve as a strategic and tactical business partner to the sales organization and support functions to facilitate deals and work side by side in a strong partnership with the Sales, Finance, and Legal teams on the day to day aspects of the deal process with focus on deal structuring, contract reviews and revisions
• Establish strong and trusted working relationships with all internal teams and stakeholders that provide inputs to deal structures or may be affected by non-standard elements of a deal
• Serve as a partner, trusted adviser, and advocate for the Sales team on key deal structuring; advise on alternatives, possible ramifications, or value propositioning to help guide deal closures
• Draft and review special requests for non-standard business terms for reasonableness and compliance with deal policies and best practices
• Manage and process deal and agreement reviews and approvals through company processes and systems
• Ensure deals adhere to the company approval framework and associated policies
• Facilitate and manage forward deal momentum as well as troubleshoot, escalate, and resolve any issues
• Work cross-functionally to develop and enhance customer-buying programs that are designed to fit the purchasing needs of our customers
• Participate in customer communications and discussions
• Meticulous in your attention to detail and take pride in ensuring that your work is accurate and thoughtful in nature
• Excellent communication skills in knowing how develop partnership to effectively convey the needs of the sales team and customer to the appropriate stakeholder
• Highly organized in the ability to juggle competing priorities and strive to support each with equal attention to detail and quick turn-around
• Strong sense of ownership and accountability
• Ability to think critically in a structured fashion and translate leadership discussions into an analytical decision-making framework
• Collaborate with cross-functional IT teams, including development, testing, PnP, RevOps and operations teams, to ensure successful coordination and alignment
• Continuously evaluate and improve processes, documentation, alignment with industry best practices