Senior Manager, Global Deal Desk (Remote Opportunity)
About Starburst
We’re on a mission to free our customers to see the invisible and achieve the impossible. We unlock the value of distributed data by making it fast and easy to access, no matter where it lives. With Starburst, teams can lower the total cost of their infrastructure and analytics investments, prevent vendor lock-in, and use the existing tools that work for their business. Today more than 150 leading organizations trust us to make better decisions faster.
Though Starburst has achieved a unicorn status and raised $164M in venture funding from top investors, we were founded in a rather unusual way with customers and revenue from the very beginning! We operate globally in 10 countries and are proud to be named a Best Place to Work. Come join our team of All-Stars!
About the role
The Senior Manager, Global Deal Desk will be responsible for working cross-functionally with sales, finance, and legal teams to understand, evaluate, and execute the company’s non-routine contracts. The role will focus on mitigating risk while optimizing profit. The ideal candidate will have strong experience and demonstrated ability to thrive in a fast-paced role with ambiguous circumstances and tight deadlines.
The Senior Manager, Global Deal Desk Will be joining the Sales Operations Team within the Business Operations and Finance organization. The Sales Ops team is relied on by the entire organization for global reporting around historical sales performance, pipeline, and planning. Our overall objective as part of the Business and Finance Operations organization is to drive pipeline generation, accelerate deal velocity, and enable our sales team to continue providing value to our customers in the most efficient way possible.
What You'll Be Working On:
- Deal desk support for global sales organization and specific requests. Help with quote to cash support, quote approvals, and generation, customized order structuring.
- Understand and evaluate the business and technical requirements of customers and partners for key contracts, and work closely with finance teams to develop appropriate business terms.
- Document and optimize rules for end-to-end flow including the creation of quote, order form to sign off, recording/booking of transactions, and provisioning licenses.
- Subject matter expert for all Company initiatives involving configuration, pricing, quoting, new product introductions.
- Work with Sales and Customer Success teams to structure new and renewal contracts in a manner that optimizes margins.
- Document approval matrices and provide guidelines for approvals, SLAs, and metrics.
- Salesforce CPQ/DealHub super user who understands the logic behind the tool to be able to quickly diagnose and troubleshoot common errors.
- Create and update practices and policies around deal structures that adhere to company policies around Revenue Recognition, Discount targets, and discount approval policies.
- Optimize quoting processes for both on-premise and cloud offerings through direct, reseller, and Cloud Marketplace channels.
About You:
- 5+ years of progressing relevant Deal Desk or Revenue Operations experience, preferably within the software industry.
- Demonstrated familiarity with the Enterprise SaaS/B2B Industry - Deal Desk, Order Management, Finance Operations, Sales Operations or Pricing experience preferred
- Expert in Salesforce and contracting software (Salesforce CPQ/DealHub)
- Able to work under time pressure, prioritize a high workload, and meet strict deadlines
- Ability to proactively analyze and recommend the best course of action for complex pricing and licensing situations within a sales cycle
- Strategic mindset and ability to work in ambiguous, challenging situations
- Must have excellent communication skills (written and verbal) and ability to work collaboratively across teams
- History of thinking outside the box to help solve the problems of our customers in meeting the needs of their customers
- Proficiency in overall complex deal structures for software licensing, services, and renewal deals.
- Demonstrated expertise in deal desk process design and optimization.
Benefits
At Starburst, we’re constantly striving towards building a place where people come first by creating an environment of transparency, honesty, and respect. We take care of our global workforce by making sure employees enjoy competitive salaries and attractive stock grants, remote-friendly work options, access to quality and affordable insurance, and flexible and generous paid time off to start a family, travel, or just relax!
Headquartered in Boston MA with offices in Warsaw and London and employees across Europe and the Americas, we are committed to hiring where the talent is.
Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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