Sr Manager, Deal Desk

As the Sr Manager, Deal Desk at Productboard, your role encompasses various responsibilities, including leading the global deal desk operations, supporting the sales team with deal structuring, and overseeing the quote-to-cash process. You'll also analyze discounting patterns, manage billing and collections, and ensure compliance with company objectives. Your ability to collaborate with cross-functional teams and stakeholders will be crucial in building efficient processes and driving improvements.

To qualify for the Sr Manager, Deal Desk position at Productboard, you should have a minimum of 10 years of combined experience in deal desk, pricing, billing, collections, and commission calculations in an enterprise B2B SaaS environment. Proven experience in building and leading deal desk functions, along with excellent communication and project management skills, is essential. A deep understanding of SaaS metrics and sales operations will also be critical to your success in this role.

The Sr Manager, Deal Desk at Productboard plays a significant role in the quote-to-cash process by ensuring a streamlined approach that connects sales, finance, legal, and other teams. This role involves structuring deals, reviewing contracts, optimizing deal cycles, and approving non-standard commercial terms. By leading this process, you will enhance the efficiency of our operations and help drive the overall success of our revenue generation.

In the Sr Manager, Deal Desk role at Productboard, you will lead various critical cross-functional projects, including system implementations and operational improvements related to the quote-to-cash process. Your initiatives will focus on driving velocity, accuracy, and efficiency at scale while continuously striving for innovative solutions that benefit the business and enhance customer experiences.

At Productboard, the culture fosters empowerment, inclusion, and trust. As the Sr Manager, Deal Desk, you will be part of a team that values creativity, curiosity, and continuous improvement. Employees are encouraged to share their ideas and contribute to a collaborative environment where everyone's voice matters. You will experience a supportive atmosphere that prioritizes the well-being and professional growth of every team member.

To enhance the quote-to-cash process, I would focus on streamlining communication between sales, finance, and legal teams to ensure quick turnaround times on deal approvals. Additionally, I would analyze existing bottlenecks and implement software solutions for better tracking. Creating clear guidelines for non-standard terms and providing training to the sales team can significantly improve efficiency.

In instances of conflict, I prioritize open communication to understand differing perspectives. I would facilitate collaborative discussions to address concerns and seek common ground, focusing on shared goals and data. By being a mediator and fostering teamwork, we can ensure that solutions are found effectively, balancing both sales needs and operational capabilities.

In my previous roles, I formulated pricing strategies by analyzing market trends, customer feedback, and competitor offerings. I collaborated closely with product management to ensure our pricing reflected the value delivered. By employing various discounting models and capturing customer lifetime value, I was able to provide insights that supported revenue growth while keeping customer retention in focus.

Building strong relationships requires proactive communication and understanding the priorities of each stakeholder. I would schedule regular check-ins, provide updates on Deal Desk initiatives, and be available for any feedback. Creating a collaborative environment where everyone feels valued encourages openness and transparency, which is essential for building trust.

In my previous position, we needed to transition to a new software platform for deal management. I led this change by outlining the benefits, holding training sessions, and engaging stakeholders in the decision-making process. The key to success was ensuring clarity throughout the transition and collecting feedback that allowed us to tweak the implementation until it met everyone's needs.

Ensuring compliance involves educating the team on company policies and integrating checks within the deal approval process. I would conduct regular training sessions and create clear documentation outlining compliance requirements. Additionally, implementing audit trails within our systems can ensure that all transactions align with regulatory and company standards.

Key metrics would include deal cycle time, approval turnaround time, revenue retention rates, and the accuracy of billing and collections. Analyzing these metrics provides insights that can guide improvements and adjustments in processes to enhance efficiency and effectiveness in supporting sales and customer satisfaction.

During peak periods, I utilize a prioritization framework based on urgency and importance. I focus on high-impact tasks that align with organizational goals while delegating where appropriate. Effective time management and developing a system to track progress on multiple tasks ensure that urgent matters are addressed without sacrificing the quality of service to teams.

I have extensive experience in developing commission structures that align with sales goals and overall company objectives. This includes calculating commissions accurately and ensuring transparency in the process for the sales team. By implementing an efficient tracking system, I ensure that commission calculations reflect performance and quickly address any discrepancies.

With over ten years of experience in deal desk operations and a track record of leading successful teams, I have honed my skills in cross-functional collaboration, strategic planning, and driving operational efficiency. My customer-focused approach and commitment to fostering a transparent and inclusive environment align well with Productboard's values. I'm excited about the opportunity to contribute to a company that prioritizes innovation and teamwork.