Deal Desk Manager

Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners ("Vista"), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

Overview

The successful candidate will thrive in a highly collaborative environment and will be working with a diverse group of talented people continuously innovating and improving. Menlo Security's Deal Desk Manager will provide consulting and guidance to sales and cross functional teams including customer success, legal, accounting, and finance. The Deal Desk Manager is a partner to all that support the quote to cash process. This role will manage contract processes for both transactional and larger complex deals.

Responsibilities

• Guide team to best pricing and deal structure to maximize revenue and delivery of offering
• Become a trusted advisor to the sales team and work with regional sales managers to structure deals that best meet customer and Menlo's business objectives.
• Ensure Sales teams are operating within the Rules of Engagement, directly partnering with cross-functional teams to ensure policies are adhered to and enforced.
• Manage cross-functional teams to expedite quotes to customers.
• Develop a process for non-standard deals to be reviewed, approved, tracked and actioned
• Serve as the primary point of contact for all the departments involved in the completion of non-standard deals
• Participate in pricing, packaging, new product introduction initiatives and ensure policies, guidelines and end to end process are in place to handle new product/offering releases
• Manage price lists, products and quotes in Salesforce
• Support in developing a deal desk playbook
• Proficiency in prioritizing and managing multiple concurrent deliverables for different end users is required.
• Partner with Finance, Product and Enablement on changes in processes, policies, best practices and develop/execute on a rollout and training plan
• Collaborative work with value engineering / sales teams
• Ability to work well in a cross-functional environment and build support across a complex set of stakeholders is required.

Requirements

• Equivalent experience or Bachelor's degree, preferably in Business, Finance, Economics, or Marketing.
• 7+ years' experience in Contract Management, Finance, Pricing, Sales Operations, or related fields preferred.
• Experience driving operational improvements in a Deal Desk or Sales Operations including time in at least one high growth B2B SaaS company.
• Excellent communication and critical thinking skills to understand sales policies and processes at a company and individual sales rep level.
• Strong process thinking to drive continuous improvements to the Deal Desk.
• Ability to work independently across multiple time zones and coordinate with management based in the US
• Advanced Excel and PowerPoint skills
• Expertise in general software pricing models
• Solid experience working with Salesforce
• Familiarity with usage based / consumption based pricing and modeling
• Work across sales, legal, finance, and product to develop compelling deal structures
• Experience with RFP / RFI responses and support
• Global business experience preferred
• Great attitude, energy, and effort

Pay Range: $100,000 - $150,000