Deal Desk Manager

As a Deal Desk Manager at CoreWeave, you'll take charge of managing the deal approval process from proposal to booking. This includes collaborating with various departments like sales and finance to ensure all deals are profitable and compliant with company policies. You'll also provide critical insights into deal structuring, pricing strategies, and enhancements to streamline approvals, ultimately supporting CoreWeave's growth in the AI hyperscaler market.

To qualify for the Deal Desk Manager position at CoreWeave, applicants should have at least 6 years of experience in a Deal Desk, Sales Operations, or Revenue Operations role within the B2B tech sector. Strong analytical skills, a firm grasp of pricing models, excellent communication abilities, and familiarity with CRM systems such as Salesforce are also required. A background in high-growth SaaS or tech environments can be an added advantage.

CoreWeave's work culture fosters innovation and collaboration, ideal for a Deal Desk Manager who thrives in dynamic settings. As part of a hybrid workplace, you can tailor your work style between remote and office settings, offering great flexibility. Employees engage in regular teamwork and are part of a culture that embraces change, problem-solving, and continuous improvement, making it a vibrant place to grow your career.

In the Deal Desk Manager role at CoreWeave, you will support revenue forecasting by providing insights into deal trends and anticipated close dates, collaborating closely with various teams to assist in quarterly planning and goal setting. Your understanding of deal structures enables you to assess risks and opportunities, which in turn informs accurate revenue predictions that are crucial for the company's strategic initiatives.

As a Deal Desk Manager at CoreWeave, you will utilize a range of tools to optimize your workflow. Proficiency in CRM systems like Salesforce and CPQ tools will be essential for managing deals effectively. You'll also work with data analysis tools such as Excel, enabling you to interpret complex data sets and derive actionable insights to streamline the deal approval process.

In structuring deals in a B2B tech environment, I prioritize understanding the client's needs first. This includes analyzing various pricing models and conducting competitive benchmarks. Collaboration with sales and finance is critical to ensure the deal aligns with our profitability goals and client satisfaction while also optimizing contract terms and conditions.

I have extensive experience using Salesforce as my primary CRM, which has allowed me to effectively manage sales pipelines and generate reports. Additionally, in my previous role, I was involved in configuring a CPQ solution. I collaborated closely with the sales and tech teams to ensure the tool streamlined our deal processes and improved accuracy in pricing.

To ensure compliance, I meticulously review contract terms against our established policies. I work in partnership with legal teams, involve them early in the process, and document all contract modifications. This ensures all aspects of the deals are compliant while maximizing profitability and minimizing risks.

To streamline the deal approval process, I would recommend implementing a transparent workflow that includes defined checkpoints and approvals by relevant stakeholders. Regular training sessions can help ensure everyone is fluent in the necessary criteria. Additionally, I would advocate for reducing unnecessary non-standard deals by properly educating the sales team on structuring deals within established guidelines.

Evaluating potential risks starts with thorough research and analysis of the deal's structure. I analyze past deals, engage in discussions with stakeholders, and weigh potential impacts against company policies. By identifying risks early on, I can suggest appropriate contract modifications and implement strategies to mitigate them.

During negotiations, if discrepancies arise, I approach the discussion collaboratively, focusing on understanding the client’s perspective. I ensure open communication and utilize data to back up our offer, all while being flexible in exploring creative solutions that could maintain profitability for CoreWeave without compromising client value.

In my last role, I noticed that our deal approval process was lengthy and cumbersome due to a lack of clear communication channels. I facilitated cross-department workshops to clarify roles and responsibilities, ultimately establishing a streamlined, documented approval workflow. This reduced approval times by 30% and significantly increased the team's efficiency.

I assess deal desk effectiveness through several metrics, including the average deal cycle time, win rates, and the ratio of standard vs. non-standard deals. Additionally, I closely monitor deal profitability and customer satisfaction scores. This data provides insights into areas that may need improvement and informs future strategy.

In a fast-paced environment, I prioritize my workload by categorizing tasks based on urgency and importance. I employ tools such as project management software to track progress and milestones, which helps me maintain organization. Regular check-ins with team leads allow for adaptability to changing priorities, ensuring that critical tasks are executed promptly.

I have extensive experience negotiating contracts, primarily focusing on understanding the buyer's needs while ensuring our profitability is preserved. When objections arise, I remain calm, listen actively, and clarify any misunderstandings. I work towards a cooperative resolution, presenting data and exploring flexible options, which often leads to fruitful outcomes for both parties.