Deal Desk Manager (Fixed-Term)

About the role

You will serve as a multifaceted strategic and operational advisor to our most complex and highest growth region within our Deal Desk Function, acting as a critical bridge between commercial ambition and operational execution. You will work very closely with our Revenue Operations, Finance, Legal, Product and Marketing teams to provide strategic quoting and deal structuring support to the US and Global Sales Team in fast-paced environments. This role requires you to own the end-to-end management of complex negotiations, ensuring that all commercial activities remain aligned with our company policies, risk tolerance, and long-term objectives. You will be responsible for translating ambiguous business challenges into repeatable, scalable processes that enable the sales organization to operate efficiently at volume. Your decisions will directly influence revenue protection and the integrity of our pricing strategies across key market segments. You will be expected to lead by example, demonstrating ownership, accountability, and a high level of professionalism in every interaction.

Key facts

What you'll do

Drive Deal Desk coverage for sales to Crypto exchanges, financial technology ("fintech") and/or payment solutions customers and support sales goals, materially de‑risking coverage during high volume and high stress deal strategy.

Perform price / discount realization analysis, combined with relevant deal context, and present executive level summaries with actionable recommendations to key business approvers.

Provide both tactical and strategic guidance to our Sales teams by coaching on contract objection-handling techniques, alternative contract options, and best practices to help close deals.

Function as point of contact and subject matter expert / project manager for Sales on deal pricing matters and questions related to common customer requests regarding deviations from Chainalysis standard operational processes, infosec standards, and SLA/engineering positions.

Become the go‑to commercialization partner for Legal, Product, Services, and Finance on non‑standard SKUs and new offerings within both SaaS and on-prem environments turning ambiguous edge cases into repeatable processes.

Develop in-depth knowledge of Chainalysis licensing and pricing models to provide deal structuring and quoting support to our global sales teams.

Collaborate with the Sales Enablement team to create training content for your region to ensure Sales is informed on new products, best practices and regular updates to policies, etc.

Create, maintain and innovate with respect to an ongoing knowledgebase of common issues arising during deal cycles and establish key plays for the Deal Desk team and ensure they are enabled to be the most creative and effective they can be.

Build analytics, KPIs and business processes relevant to pricing, and use performance insights to drive improvements and share key learnings with executive-level leadership.

Partner with regional leadership to prioritize and organize projects and deals for critical deadlines at customer and for month-end, quarter-end, and year-end.

Look for opportunities to create meaningful partnerships with the field and other stakeholders (enablement, training, QBR participation, etc.) to ensure alignment and shared success.

Lead mentorship, enablement, and conflict-resolution initiatives, particularly in leading team member onboarding and embodying Chainalysis leadership principles such as Coach & Empower and Strong Convictions, Loosely Held.

Requirements

You have a strong background in a Deal Desk role for 5-7 years, but also including related processes such as sales operations & enablement, finance, and/or legal, with specific experience around deal structuring/quoting complex SaaS transactions for a fast-growing multinational company.

You possess an analytical mindset and recognized competency for in depth analysis and modeling, allowing you to turn data into actionable insights.

You have a history of leading key stakeholder activities assigned from cross-functional projects or programs, including the gathering, analyzing, prioritization, and complexity categorization of business requirements.

You have a solid understanding of the Quote to Order stages within the Lead to Cash lifecycle with Salesforce CRMs and how they interact with deal execution.

You have a working knowledge of revenue recognition (GAAP, ASC 606) and how it impacts deal terms and reporting.

Salesforce and Salesforce CPQ are required tools in your daily workflow, and you use them to manage deal information and quoting accuracy.

You have experience leading a team is preferred, with extensive experience in one-on-one mentoring and coaching sessions with team members of all levels.

You must be comfortable representing the company to customers in negotiations and resolving customer satisfaction issues in a professional and solution-oriented manner.

You possess advanced written, verbal, and interpersonal skills in order to effectively communicate policies and procedures to all levels of staff and management, particularly the ability to explain complex concepts clearly and concisely across all levels of the organization.

You excel at collaboration, reinforcing alignment with business partners and managers to ensure shared objectives are met.

You demonstrate excellent planning, time management, communication, decision making, presentation, organization, and interpersonal skills.

You have strong attention to detail and a high degree of accuracy when managing multiple priorities in a fast-paced environment.

Practical notes

This is a fixed-term opportunity for 3 months with an option to extend. While this opportunity is remote, we are prioritizing candidates who reside in CST and EST time zones.

In one year you'll know you were successful if...

You've led Deal Desk coverage for sales to Crypto exchanges, financial technology ("fintech") and/or payment solutions customers and support sales goals, materially de‑risking coverage during high volume and high stress deal strategy.

You've driven data‑backed analytics and pricing frameworks that have shifted approvals and pricing from intuition to objective guardrails and precedent.

You have been the go‑to commercialization partner for Legal, Product, Services, and Finance on non‑standard SKUs and new offerings within both SaaS and on‑prem environments turning ambiguous edge cases into repeatable processes.

You have demonstrated clear leadership capability through mentorship, enablement, and conflict‑resolution maturity, particularly in leading team member onboarding and embodying Chainalysis leadership principles such as Coach & Empower and Strong Convictions, Loosely Held.

You've developed in-depth knowledge of Chainalysis licensing and pricing models to provide deal structuring and quoting support to our global sales teams.

You've become the expert creative problem solver who finds a way to meet customers' needs while adhering to our company's overall strategy.

You perform price / discount realization analysis, combined with relevant deal context, and present executive level summaries with actionable recommendations to key business approvers.

You provide both tactical and strategic guidance to our Sales teams by coaching on contract objection-handling techniques, alternative contract options, and best practices to help close deals.

You function as point of contact and subject matter expert / project manager for Sales on deal pricing matters and questions related to common customer requests regarding deviations from Chainalysis standard operational processes, infosec standards, and SLA/engineering positions.

You look for opportunities to create meaningful partnerships with the field and other stakeholders (enablement, training, QBR participation, etc.).

You've built analytics, KPIs and business processes relevant to pricing, and use performance insights to drive improvements and share key learnings with executive-level leadership.

You partner with regional leadership to prioritize and organize projects and deals for critical deadlines at customer and for month-end, quarter-end, and year-end.

You collaborate with the Sales Enablement team to create training content for your region to ensure Sales is informed on new products, best practices and regular updates to policies, etc.

You create, maintain and innovate with respect to an ongoing knowledgebase of common issues arising during deal cycles.

You establish key plays for the Deal Desk team and ensure they are enabled to be the most creative and effective they can be.