Senior Manager, Revenue Strategy & Operations (Pricing Strategy & Deal Desk)

Dandy is transforming the massive ($200B) but antiquated dental industry. Backed by some of the world's leading venture capital investors, we are on an ambitious mission to integrate and simplify every function of the dental practice through technology. By building the operating system for every dental office in America, Dandy is empowering dentists with technology, innovation, and world-class support to achieve more for their practice, their people, and their patients.

About the Role

At Dandy, our GTM Team plays a pivotal role in bringing a revolutionary product to hundreds of thousands of dentists nationwide. Our sales team is focused on improving sales funnel conversion and speed, driving new business that turns into long-term, loyal Dandy customers. The Account Management team focuses on retention and loyalty while identifying opportunities to increase revenue. Revenue Operations partners closely with GTM leadership, providing essential support to advance the mission and gain market share.

As a Senior Revenue Operations Manager focused on pricing strategy, deal desk, and systems, you will have the opportunity to shape our commercial approach and bring consistency to GTM operations. In this role, you’ll execute our pricing and packaging strategy by creating compelling offers for customers, working with cross-functional teams like finance to ensure mutual benefit for Dandy and our customers. You will also collaborate with internal systems teams to implement these offers and set up the necessary guardrails for sales and account managers to access them effectively.

Your role will involve refining all components of our quoting and contracting processes, including customer-facing contracts. You will partner with the growing GTM executive team, ensuring operational excellence and execution at the highest level. As we expand into new customer segments, you will work with leadership and product marketing to fine-tune our commercial offering.

This role will ensure adherence to processes and policies, partnering with the Enablement team to empower the sales and AM teams for success. Finally, you’ll establish baseline reporting on performance and communicate insights & recommendations to key stakeholders.

What You’ll Do

• Craft the strategy for the deal desk at Dandy.

• Identify areas for improvement for the deal desk to allow for focus on the highest priority and most complex deals.

• Work with product marketing, finance, and sales leadership to craft standard packages and offerings for Dandy customers that are mutually beneficial.

• Proactively offer recommendations for changes in commercial strategy grounded in data and KPIs.

• Partner closely with systems teams to operationalize pricing and packaging programs, and create proper guardrails where appropriate and to ensure that offers made to customers are accurately represented in our systems.

• Identify gaps or risks in our current infrastructure to prevent negative customer experiences (eg. billing issues).

• Work with our legal team and sales leadership to ensure our contracts both accurately reflect our commercial offering while also protecting Dandy from unnecessary risk.

• Monitor compliance with SOPs, offer recommendations to eliminate manual errors, and drive systematic solutions rather than reliance on end user behavior.

• Report on effectiveness of commercial packages, monitor revenue data and other KPIs and proactively report insights to GTM leadership. 

• Act as internal process expert on the quoting and contracting tech stack, including but not limited to Salesforce, PandaDoc, and the Dandy portal.

What We're Looking For

• 6+ years of experience in Sales Operations, Revenue Operations, Consulting, Investment Banking or similar analytical & operational roles.

• Exposure to, or direct experience with, pricing strategy and/or deal desk is a plus.

• Track record of continuous process improvement with strategic impact.

• Intermediate to advanced proficiency with Salesforce. Familiarity with quoting tools (CPQ) and contracting tools (CLM) is a plus.

• Proven track record of successfully implementing systems-based projects.

• Exceptional communication skills, both verbal and written.

• Comfort in maneuvering cross-functionally with internal teams such as Finance, Legal and Enablement.

• Advanced analytical skills in Microsoft Excel, Google Sheets and other similar tools; ability to translate complex data into actionable insights.

• Ability to make independent judgment calls in creating projects, techniques, and evaluation criteria for obtaining results.

• Experience working with BI tools such as Looker, Tableau, PowerBI.

• Highly organized, self-starter who takes initiative and does not let things slip through the cracks.

• Takes pride in his/her work, always delivers with highest quality.

• Experience with stakeholder management.

• Adaptable and comfortable with change in a dynamic fast-moving environment.

Bonus Points For

• Experience at fast-paced, high-growth companies

• Experience with high-velocity, fast sales cycle environments, especially SMB

• Outstanding professional references to share

• Comfortable in highly complex system environments

• Relentlessly positive attitude, a strong sense of humor, and the ability to have fun at work

Req ID: J-293

For full time positions, we offer a wide range of best in class, comprehensive and inclusive employee benefits including healthcare, dental, parental planning, mental health benefits, a 401(k) plan, and paid time off.

Dandy is proud to be an equal-opportunity employer. We are committed to building a diverse and inclusive culture that celebrates authenticity to win as one. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, disability, protected veteran status, citizenship or immigration status, or any other legally protected characteristics.

Dandy also fully complies with the Americans with Disabilities Act (ADA). We are dedicated to embracing challenges and creating an accessible, inclusive workplace for all individuals. If you require any accommodations for your interview or have any questions beforehand, rest assured that we will do everything we can to meet your needs. Visit Dandy Careers for more!