The ad says“Working knowledge of revenue recognition (ASC 606) and how deal structure flows through bookings, ARR, and revenue”
The ad says“Strong Salesforce fluency and hands-on experience with quoting/CPQ and approval automation”
The ad says“Working knowledge of revenue recognition (ASC 606) and how deal structure flows through bookings, ARR, and revenue”
The ad says“Strong Salesforce fluency and hands-on experience with quoting/CPQ and approval automation”
Values
The ad says“Hands-on with contract lifecycle tooling (Ironclad, DocuSign) and using AI to accelerate first-pass contract and deal review”
The ad says“Hands-on with contract lifecycle tooling (Ironclad, DocuSign) and using AI to accelerate first-pass contract and deal review”
The ad says“Familiarity with usage-based billing infrastructure (Stripe, Metronome, Orb, Zuora) and the CRM-to-billing data model it requires”
The ad says“Familiarity with usage-based billing infrastructure (Stripe, Metronome, Orb, Zuora) and the CRM-to-billing data model it requires”
The ad says“Familiarity with usage-based billing infrastructure (Stripe, Metronome, Orb, Zuora) and the CRM-to-billing data model it requires”
The ad says“Familiarity with usage-based billing infrastructure (Stripe, Metronome, Orb, Zuora) and the CRM-to-billing data model it requires”
We’re hiring a Deal Desk Manager to build Exa’s deal desk from scratch. This function with standardize how we craft commercial deals with our Prospects & Customers, while also serving as the escalation point for structuring creative and complex deals that are beneficial to Exa and our Customers
Today that complexity is absorbed deal by deal across the field, RevOps, Finance, and the co-founders. Your job is to replace that with a real desk: standard structures, clear approval thresholds, fast turnaround, and a bookings discipline that holds up to board and audit scrutiny, without becoming the bottleneck that slows deals down
If you’re compelled at the prospect of building the foundation of Deal Desk where you write the pricing playbook, own the approval matrix, stand up the quoting process, and be the single accountable owner of how a deal gets structured and booked, then this is the role for you
Be the first call for AEs on any non-standard deal: structure options, pricing scenarios, commercial tradeoffs, and the fastest credible path to approval
Own the commercial architecture of consumption deals: committed spend tiers, rate cards, overage and true-up mechanics, minimums, rollover, ramped commitments, and multi-year structures etc
Build data driven discount and pricing guidance that gives sellers real latitude inside defined bands, so only genuine exceptions escalate
Model deal economics before signature: effective rate, blended discount, ARR vs. TCV vs. consumption risk, and the margin implications of committed-use pricing
Design and run the approval matrix and delegation of authority: what an AE can approve, what needs Sales leadership, what needs Finance involvement, and ultimate escalation to founders + CRO
Own quoting and order form generation end-to-end, including CPQ configuration and templates that clear standard shapes without legal review
Partner with Legal, internal and outside counsel, on redlines and non-standard terms
Drive the handoff into Finance and billing so what is signed is what is invoiced - correct start dates, billing schedules, and subscription plus consumption records
Maintain a complete audit trail on every exception granted, so approvals are defensible and patterns become visible over time
Own day-to-day application of Exa’s bookings policy and metrics dictionary: what counts as a booking, ramp and multi-year handling, debookings, downgrades, and mid-term amendments
Serve as the control point for opportunity data quality at close: stage integrity, close dates, product and segment tagging, and the fields that downstream reporting and commissions depend on
Sit in deal reviews and forecast calls as a commercial partner, catching structural risk early and offering remediation options
Enable AEs and FDEs on pricing, packaging, and approval mechanics so the straightforward eighty percent of deals never need the desk at all
Bring competitive and market pricing intelligence back into pricing strategy discussions with Sales, Product, and Finance
Publish your own scoreboard: turnaround time, exception rate, discount trend, and where the desk is creating friction
Automate the desk as you build it by establishing templated structures, self-service quote paths, approval routing in Salesforce, and agentic assistance for first-pass deal and document review
Partner with the Head of Revenue Systems & Technology so quoting, approvals, and billing are architected into the stack
Write the playbooks and documentation that let this function scale beyond one person (in support of the agentic first mindset)
Preferred experience
Comfort in a fast-moving, small-team environment where the process does not exist yet and you are expected to write it
6+ years in deal desk, deal strategy, order management, sales operations, or commercial finance at high-growth B2B technology companies, including time as the accountable owner of a deal process
Direct experience structuring consumption or usage-based commercial agreements, inclusive of committed spend, overage, true-ups, ramps etc
The judgment to say no to a bad structure and the pragmatism to find the version that works. You are measured on velocity and discipline both, and you do not trade one away for the other
Fluency in enterprise contracting mechanics: order forms, MSAs, DPAs, security addenda, and the terms that actually carry commercial weight
Strong Salesforce fluency and hands-on experience with quoting/CPQ and approval automation
Real modeling ability. You build the deal scenario yourself and defend the numbers in the room
Working knowledge of revenue recognition (ASC 606) and how deal structure flows through bookings, ARR, and revenue
Experience at companies selling developer tools, APIs, or data infrastructure to engineering-led buyers
Experience supporting product-led growth (self-serve, usage-based) and enterprise sales inside a single commercial architecture
Familiarity with usage-based billing infrastructure (Stripe, Metronome, Orb, Zuora) and the CRM-to-billing data model it requires
Hands-on with contract lifecycle tooling (Ironclad, DocuSign) and using AI to accelerate first-pass contract and deal review
